Head of Strategic Alliances & Partnerships

Ghobash Group; Dubai; On-site; AED 600,000 - 1,100,000; Full time

Job summary

Ghobash Group is seeking a Head of Strategic Alliances & Partnerships to define, own, and execute the alliance strategy across the business in the UAE. The role focuses on building executive relationships with technology vendors, distributors, and strategic ecosystem partners to accelerate growth and maximize partner value.

The position requires leadership in alliance governance, joint go-to-market planning, and sustainably driving partner-generated opportunities, with close alignment to Sales

Qualifications

• Bachelor's degree in Business or Technology; MBA is a plus.
• 15–20 years ICT industry experience with strategic alliances or partner management.
• Experience leading a Strategic Alliances function at a regional level and across GCC.
• Experience building alliance governance frameworks and executive engagement.

Responsibilities

• Define and own CNS alliance strategy and governance across regions.
• Develop executive relationships with technology partners and drive joint go-to-market strategies.
• Manage partner programs, certifications, and vendor funding incentives.
• Drive partner pipeline and alignment with Sales and Business Units.
• Chair EBRs and QBRs and report performance.

Skills

Alliance strategy

Executive relationships

Vendor negotiations

Partner management

Governance

Education

Bachelor’s degree in Business or Technology

MBA

Job description

The Head of Strategic Alliances & Partnerships is responsible for defining owning and executing CNS alliance strategy across the business. The role is accountable for developing executive relationships with technology vendors distributors and strategic ecosystem partners to accelerate business growth maximize partner value strengthen CNS market position and build long term strategic partnerships.

The role owns the alliance governance model executive engagement framework partner ecosystem strategy joint go-to-market strategy and partner commercial value realization while ensuring alignment with the Sales teams.

DUTIES & RESPONSIBILITIES:

Partner Relationship Management:

• Define and own CNS strategic partner portfolio based on business priorities and growth objectives.
• Build and own executive relationships with strategic technology partners (e.g. Cisco Oracle Microsoft Dynatrace DN etc.).
• Own executive relationships with C-Level executives Regional Vice Presidents Country Managers and Alliance Directors within partner organizations.
• Define and own alliance governance model including Executive Business Reviews (EBRs) and Quarterly Business Reviews (QBRs).
• Negotiate strategic partnership agreements tier commitments commercial frameworks rebates incentives and vendor investment programs.
• Resolve strategic partnership issues and ensure long-term partnership value and executive alignment.

Joint Go-To-Market & Pipeline Support:

• Define and own joint go-to market strategies aligned with CNS business objectives.
• Own the development of partner generated demand and be accountable for achieving agreed partner influenced pipeline objectives.
• Drive executive account planning and strategic partner engagement on priority customer opportunities.
• Approve strategic partner participation in key pursuits and ensure alignment between partner capabilities and CNS priorities.
• Work closely with Sales Leadership and Business Units to maximize commercial opportunities generated through strategic alliances while maintaining Sales ownership of customer relationships and revenue.

Partner Program Management:

• Own CNS participation across strategic partner programs certifications competencies and partner tier strategy.
• Define and execute the roadmap for achieving and maintaining strategic partner status with key technology vendors.
• Negotiate and secure vendor funding rebates discounts incentives MDF and other commercial benefits.
• Establish annual Joint Business Plans with strategic partners and monitor performance against agreed objectives.

Sales & Pre-Sales Enablement:

• Define the partner enablement strategy across Sales Pre-Sales Marketing and Business Units.
• Establish partner training certification and enablement roadmaps aligned with strategic partnerships.
• Drive the development of joint solution offerings aligned with CNSs services portfolio.
• Ensure Business Units effectively leverage partner capabilities to accelerate customer opportunities and strengthen solution positioning.

Marketing & Ecosystem Development:

• Define and own the annual alliance marketing and ecosystem development strategy.
• Sponsor joint marketing campaigns executive customer engagements industry events and strategic partner initiatives.
• Drive the expansion of CNS strategic partner ecosystem by identifying and developing new technology partnerships.
• Represent CNS in partner ecosystem initiatives and events.
• Build and maintain relationships with leading industry analysts (e.g. Gartner IDC) through regular briefings and engagements to strengthen CNS market visibility and positioning.

Performance Management & Reporting:

• Own the Alliance Performance Framework and establish KPIs to measure alliance performance and business impact.
• Be accountable for partner influenced pipeline vendor funding partner tier progression and alliance value realization.
• Establish executive dashboards and provide regular performance updates to the GM and Leadership Team.
• Continuously assess and optimize the partner ecosystem to maximize business impact.

New Partnership Development:

• Identify evaluate and establish new strategic partnerships aligned with CNS business strategy and growth objectives.
• Develop business cases and long-term partnership strategies for new alliances.
• Lead commercial negotiations for partnership agreements MSAs and strategic collaboration frameworks in coordination with Legal Finance and Business Units.
• Define and implement structured onboarding and governance frameworks for new strategic partners.
• Monitor market trends emerging technologies and competitive developments to identify high value partnership opportunities.

Governance and Operating Model:

• Define own and continuously enhance the Strategic Alliances & Partnerships Governance Framework for CNS.
• Chair Executive Business Reviews (EBRs) Quarterly Business Reviews (QBRs) and strategic governance forums with technology partners.
• Define alliance operating standards engagement models and governance processes across all regions.
• Ensure alignment between Sales Business Units Marketing Finance Legal Procurement Pre-Sales and Delivery to maximize the value of strategic partnerships.

• Maintain clear accountability whereby Sales retains ownership of customer relationships commercial negotiations and revenue while the Head of Strategic Alliances & Partnerships owns partner strategy executive relationships alliance governance and partner generated business.

Qualifications :

Education

• Bachelors degree in Business or Technology
• MBA is a plus

Experience

• 15 - 20 years of experience in ICT industry with significant experience in strategic alliances partner management or businessdevelopment within the technology or system integration industry.
• Previous experience leading a Strategic Alliances or Partner function at a regional level.
• Experience working across multiple geographies preferably within the GCC.
• Experience establishing alliance governance frameworks and executive engagement models.
• Experience building or scaling a strategic alliances function within a growing organization.

Additional Information :

Skills & Abilities

• Proven experience developing and executing alliance strategies and managing executive relationships with global technology vendors (e.g. Microsoft Oracle Cisco Dell HPE Palo Alto IBM ServiceNow SAP etc.) and driving strategic partnerships.
• Demonstrated success in driving partner generated pipeline securing vendor funding rebates incentives and strategic business growth.
• Proven experience negotiating commercial agreements partnership frameworks MSAs tier commitments and vendor investments.
• Experience presenting alliance strategy partnership performance and business outcomes to executive leadership.

Compliance with policies and procedures based on the ISO standards adopted by CNS.

Remote Work :

No

Employment Type :

Full-time