Senior Partner & Integrator Manager - Iberia

Tieto; Madrid; Presencial; EUR 70.000 - 90.000; Jornada completa

Descripción de la vacante

Tieto is looking for a Senior Alliance & Channel Manager to enhance strategic relationships with technology integrators in Spain and Portugal. The successful candidate will lead the alliance strategy, driving indirect sales growth and securing partnerships within the Tieto ecosystem.

The role necessitates over 10 years of relevant experience, particularly with major integrators like Accenture and Capgemini. Exceptional relationship-building and negotiation skills are essential.

Formación

• 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.
• Deep knowledge of the integrator and partner ecosystem in Iberia.
• Previous experience in international or multinational IT companies is a plus.

Responsabilidades

• Design and execute the alliance strategy with technology integrators in Spain and Portugal.
• Act as a senior point of contact with leading technology integrators.
• Coordinate closely with sales and pre-sales teams to maximize the impact of the indirect channel.
• Negotiate framework agreements and collaboration models.

Conocimientos

Business development

Alliance management

Sales strategy

Relationship building

Negotiation

Descripción del empleo

Job Description

Tieto Iberia is part of the Tieto Group and combines local expertise with the global strength of Tieto, a leading software and digital engineering services company with worldwide presence and capabilities.

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.
• English: Fluent (mandatory).
• Portuguese: Highly valued (especially for business development in Portugal).

Key Competencies

• 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.

Additional Information

At Tieto, we believe in the power of diversity, equity, and inclusion. We encourage applicants of all backgrounds, genders (m/f/d), and walks of life to join our team, as we believe that this fosters an inspiring workplace and fuels innovation. Our commitment to openness, trust, and diversity is at the heart of our mission to create digital futures that benefit businesses, societies, and humanity.

Diversity, equity and inclusion | Sustainability | Tieto