Alliance Manager

TECEZE; Chennai District; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Teceze Ltd is seeking a high-caliber Alliance Manager to own our partner ecosystem and distribution strategy across Cybersecurity, Cloud, Data Center, Network and AI.

You will define and execute GTM blueprints, manage regional distributors and tier-one vendors, and coordinate with engineering and sales to convert partnerships into revenue.

The role requires strong channel leadership, experience with multi-vendor ecosystems, and a track record of growing net-new pipeline.

Qualifications

• 6 to 10 years of professional experience in technology partner management or alliance management within IT services, MSPs, or global SIers.
• Proven track record of multi-vendor distribution channels and building partner ecosystems that yield net-new pipeline.
• Strong familiarity with tier-one vendor partner frameworks (AWS, Azure, GCP, Cisco, VMware, Fortinet, Palo Alto, Snowflake).

Responsibilities

• Architect, scale, and optimize alliance programs with distributors and OEMs across Cybersecurity, Cloud, Data Center, Network, and AI.
• Define and execute the programmatic GTM blueprints turning partnerships into revenue channels.
• Coordinate with regional channel managers and sales to map accounts and uncover net-new pipeline opportunities.
• Manage partner status certifications and competency requirements across portals (AWS Partner Network, Microsoft Partner Center, Google Cloud Partner, etc).
• Coordinate with internal delivery teams to ensure engineering benchmarks support higher partner tier advancements.
• Collaborate with marketing teams to orchestrate channel campaigns, webinars, workshops, and executive roundtables.
• Conduct Quarterly Business Reviews with alliance leadership to track joint pipeline performance and recalibrate goals.

Skills

Strategic relationship management

Data-driven account planning

Cross-functional leadership

Channel / alliance management

Negotiation

Job description

Alliance Manager – Cyber Security, Cloud, Data Center, Network & AI

Company: Teceze Ltd

Position: Alliance Manager – Partner Ecosystem & Distribution

Practice Area: Strategic Alliances & Global Channels

Employment Type: Full-time

About Teceze

Teceze is a global technology partner focused on operational resilience, digital transformation, and scalable growth. We simplify architectural complexity and accelerate business velocity by uniting next-generation innovation under a highly accountable delivery model.

Our enterprise offerings are deeply integrated across Managed Cybersecurity, Cloud & DevOps, Next-Gen Data Center Infrastructure, Advanced Networking, and AI-powered Data Platforms. Central to our global expansion strategy is our multi-tiered partner ecosystem. We co-innovate and co-sell alongside leading public hyperscale's, tier-one OEMs, technology distributors, and emerging AI platforms to deliver secure, future-ready business outcomes for enterprise accounts globally.

Position Overview

We are seeking a high-caliber, strategically minded Alliance Manager to take absolute ownership of our partner ecosystem and distribution strategy across five key technology domains: Cybersecurity, Cloud, Data Center, Network, and AI.

In this role, you will be responsible for defining and executing the programmatic go-to-market (GTM) blueprints that turn technology partnerships into high-velocity revenue channels. You will act as the primary relationship owner and business planner between Teceze and regional distributors, tier-one technology vendors (e.g., AWS, Microsoft, Cisco, VMware, Palo Alto, and top-tier AI providers), and specialized software partners. The ideal candidate possesses a deep understanding of channel dynamics, partner incentives, and co-selling frameworks, alongside the ability to effectively bridge the gap between technical practice teams and commercial sales forces.

Key Responsibilities

• Ecosystem & Distribution Strategy: Architect, scale, and optimize Teceze’s alliance programs with strategic distributors and core technology OEMs across the designated focus areas:
• Cybersecurity: Managed detection, incident response, zero-trust architectures, and endpoint/edge defense.
• Cloud & Data Center: Hyperscaler ecosystems (AWS, Azure, GCP), hybrid-cloud governance, hyperconverged infrastructure, and virtualization platforms.
• Network & AI: Software-defined networking, secure edge routing, enterprise data warehouses, and intelligent process automation tools.
• Joint Pipeline & Revenue Generation: Partner with technology vendors’ regional channel managers and sales specialists to run continuous account mapping sessions, uncovering net-new enterprise pipeline opportunities for Teceze sales executives.
• Program Compliance & Tier Advancement: Manage Teceze’s partner status certifications and competency requirements across portals (e.g., AWS Partner Network, Microsoft Partner Center, Google Cloud Partner, OCI etc). Actively coordinate with internal technical delivery teams to ensure our engineering benchmarks support higher partner tier advancements.
• Financial & Incentive Optimization: Navigate complex vendor incentive matrices to secure Market Development Funds (MDF), Proof-of-Concept (POC) funding, and distributor rebates that enhance deal profitability and reduce adoption friction for clients.
• GTM & Co-Marketing Campaigns: Collaborate with internal and partner marketing teams to orchestrate high-impact channel campaigns, joint webinars, technology workshops, and executive roundtables.
• Executive Alliance Governance: Conduct regular Quarterly Business Reviews (QBRs) with key alliance leadership teams to track joint pipeline performance, address operational hurdles, and continually recalibrate strategic business goals.

Requirements & Qualifications

Experience

• 6 to 10 years of professional experience in technology partner management, alliance management, or channel development within IT services, managed service providers (MSPs), or global systems integrators.
• A proven track record of successfully managing multi-vendor distribution channels and building partner ecosystems that yield quantifiable, net-new pipeline results.

Industry Domain Knowledge

• Strong commercial and programmatic familiarity with tier-one vendor partner frameworks (such as AWS, Azure, GCP, Cisco, VMware, Fortinet, Palo Alto, or Snowflake).
• Solid conceptual understanding of cloud economics, data center lifecycle management, network virtualization, modern security vectors, and AI/Analytics platform capabilities.

Core Competencies

• Strategic Relationship Management: Outstanding executive presence with a demonstrated ability to negotiate, persuade, and nurture high-level relationships with major external vendors and distribution leads.
• Data-Driven Account Planning: Highly skilled at constructing business plans, assessing joint pipeline velocity, and translating alliance agreements into practical, revenue-generating sales activities.
• Cross-Functional Leadership: Adept at aligning disparate groups—solution architects, field sales, global procurement, and marketing teams—behind a unified ecosystem strategy.