Strategic Alliance & Partner Manager

Ghobash Group; Dubai; On-site; AED 180,000 - 240,000; Full time

Job summary

Ghobash Group is seeking a Strategic Alliance & Partner Manager to optimize its CNS technology partner ecosystem. You will build strategic relationships, structure joint go-to-market approaches, and enable sales, pre-sales, and business units to leverage partner capabilities.

You will develop a partner-influenced pipeline, maintain alignment with Sales ownership of pipeline, and drive value across Dubai, Abu Dhabi, and Oman.

Qualifications

• Bachelor's degree in Business or Technology required; MBA a plus.
• 8–10 years of alliances/partner management or business development in tech or systems integration.
• Experience with global technology vendors (e.g., Microsoft, Oracle, Cisco) and proven partner-led pipeline success.

Responsibilities

• Map and segment existing partners by strategic importance and revenue potential.
• Build and maintain relationships with strategic technology partners (e.g., Cisco, Oracle, Microsoft).
• Act as primary contact between CNS and partner organizations and establish governance cadence.
• Develop joint GTM strategies aligned with Sales and Business Units and support pipeline development.
• Coordinate partner participation in bids, proposals, and client engagements; enable Sales/Pre-Sales teams.
• Track partner revenue and KPIs, provide leadership with updates on risks and opportunities, and optimize the partner ecosystem.

Skills

Stakeholder management

Relationship building

Strategic thinking

Negotiation

Contract management

Communication

Education

Bachelor's degree in Business or Technology

MBA

Job description

The Strategic Alliance & Partner Manager is responsible for managing and optimizing CNSs technology partner ecosystem to maximize business value. The role focuses on building strong strategic relationships structuring joint go-to-market approaches and enabling sales pre-sales and business units to effectively leverage partner capabilities.

The role supports the development of partner influenced pipeline and ensures CNS maximizes the value of its partnerships while maintaining clear alignment that Sales teams retain full ownership of pipeline and revenue.

DUTIES & RESPONSIBILITIES

Partner Relationship Management:

• Conduct a comprehensive mapping and segmentation of all existing partners based on strategic importance and revenue potential.
• Build and maintain strong relationships with strategic technology partners (e.g. Cisco Oracle Microsoft Dynatrace DN etc.)
• Act as the primary point of contact between CNS and partner organizations.
• Establish partner governance and executive management cadence with strategic partners.
• Manage partner expectations and resolve issues to ensure long term partnership value.

Joint Go-To-Market & Pipeline Support:

• Develop and align joint-go-to market strategies aligned in coordination with Sales and Business Unit.
• Support Sales teams across Dubai Abu Dhabi and Oman in identifying and positioning partner solutions within client opportunities.
• Contribute to the development of partner influenced pipeline by facilitating partner involvement in strategic opportunities.
• Coordinate partner participation in bids proposals and client engagements.
• Act as a bridge between partners and internal teams to accelerate deal readiness and solution positioning.

Partner Program Management:

• Manage CNS participation in partner programs (certifications tier status competencies)
• Ensure compliance with partner program requirements and targets to maintain and improve partner tier levels.
• Track and optimize partner rebates incentives and funding programs.

Sales & Pre-Sales Enablement:

• Enable Sales and Pre-Sales teams on partner solutions and offerings.
• Coordinate training certifications and technical enablement programs.
• Support the development of joint solutions offerings aligned with CNS services portfolio.

Marketing & Ecosystem Development:

• Collaborate with Marketing to plan and execute joint marketing activities (e.g. events campaigns).
• Support development of partner focused solution offerings and value propositions.
• Represent CNS in partner ecosystem initiatives and events.

Performance Management & Reporting:

• Track partner related revenue pipeline and performance metrics based on defined KPIs ensuring alignment with business objectives.
• Provide regular updates to leadership on partner performance risks and opportunities.
• Establish standardized partner dashboards and performance tracking tools.
• Continuously assess and optimize the partner ecosystem to maximize business impact.

New Partnership Development:

• Proactively research and identify new strategic technology partnerships aligned with CNS priority offerings.
• Develop business cases and partnership strategies for new alliances.
• Support partnership discussions and negotiations in coordination with Legal Finance and Business Units.
• Define and implement structured onboarding frameworks for new partners.
• Stay informed on market trends and emerging technologies to identify high value partnership opportunities.

Governance and Operating Model:

• Ensure consistent partner engagement model across all geographies (Dubai Abu Dhabi Oman).
• Work closely with all regional sales teams to ensure alignment and effective partner utilization.
• Maintain clear separation of responsibilities ensuring Sales retains ownership of pipeline and revenue while the role focuses on enablement and partner value maximization.

Qualifications :

Education

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

Experience

• 8 - 10 years of experience in alliances partner management or business development within the technology or system integration industry.
• Experience working with global technology vendors (e.g. Microsoft Oracle Cisco etc.).
• Proven track record in driving partner led pipeline and revenue.

Additional Information :

Skills & Abilities

• Strong stakeholder and relationship management skills.
• Strategic thinking with ability to execute operationally.
• Strong negotiation and contract management skills.
• Excellent communication and influencing abilities.
• Ability to work cross functionally across sales pre-sales delivery and marketing.
• Strong analytical mindset with experience in market research financial analysis and business case development.
• Commercial mindset with focus on revenue generation.

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

Remote Work :

No

Employment Type :

Full-time