Senior Partner & Integrator Manager – Iberia

Tieto; Madrid; On-site; EUR 70,000 - 90,000; Full time

Job summary

Tieto is seeking a Senior Alliance & Channel Manager to enhance strategic relationships with key technology integrators in Spain and Portugal. This role emphasizes driving indirect sales growth and enriching business partnerships within Tieto's ecosystem.

The ideal candidate will have over 10 years of relevant experience, a track record with major integrators, and a strategic approach to business development. Fluency in Spanish is required, while Portuguese is highly valued.

Qualifications

• 10+ years of experience in business development, alliances, or indirect channel roles.
• Proven track record with major integrators in Spain.
• Deep knowledge of the integrator and partner ecosystem in Iberia.

Responsibilities

• Design and execute the alliance strategy with technology integrators.
• Act as a senior point of contact with leading technology integrators.
• Negotiate framework agreements and joint business plans.

Skills

Business development

Relationship building

Negotiation skills

Sales strategy

Job description

Tieto is a leading Nordic technology company specializing in digital engineering, cloud, data, and software solutions for both private and public sector organizations, helping businesses accelerate digital transformation through innovation, strategic partnerships, and scalable technology services across Europe.

We are looking for a Senior Alliance & Channel Manager to strengthen and expand strategic relationships with key technology integrators across Spain and Portugal, driving indirect sales growth and long-term business partnerships within the Tieto Iberia ecosystem.

Key Responsibilities

• Design and execute the alliance strategy with technology integrators in Spain and Portugal.
• Act as a senior point of contact with the leading technology integrators in the market.
• Identify co-selling, cross-selling, and joint solution development opportunities.
• Open doors at C-level, Commercial Management, and Alliance Management within strategic integrators.
• Coordinate closely with sales and pre-sales teams to maximize the impact of the indirect channel.
• Negotiate framework agreements, collaboration models, and joint business plans.
• Track pipeline evolution and ensure achievement of commercial objectives.

Required Experience

• 10+ years of experience in business development, alliances, or indirect channel roles within the technology sector.
• Proven track record working with major integrators in Spain, such as: Accenture, Indra, NTT Data, Capgemini, DXC, Atos/Eviden, Kyndryl, T-Systems, Sopra Steria, Inetum, etc.
• Deep knowledge of the integrator and partner ecosystem in Iberia.
• Previous experience working with indirect sales models and partner-driven go-to-market strategies.
• Previous experience in international or multinational IT companies is a plus.

Languages

Spanish: Native or bilingual.

Portuguese: Highly valued (especially for business development in Portugal).

• Clearly senior profile, with high credibility when engaging with large accounts and integrators.
• Strong results orientation and strategic business mindset.
• Excellent relationship-building, influencing, and negotiation skills.
• Strong partnership mindset (win–win) and long-term relationship focus.
• High level of autonomy, cross-functional leadership, and adaptability.
• Value Contribution to the Project
• Direct access to strategic integrators.
• Ability to accelerate market positioning within Tieto Iberia.
• Generation of a high-value pipeline from the first quarter.