Head of Partner Management

Computacenter; Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Computacenter, Bengaluru, India, seeks a Head of Partner Management to lead a high-performing team and shape partner strategy across the Indian market. You will develop strategic relationships with technology vendors and cloud providers, drive commercial performance, and align partner initiatives with business priorities to maximise value and growth for Computacenter and its customers.

This role offers visibility with senior stakeholders and opportunities to deliver transformational change

Qualifications

• Significant leadership experience within Partner Management or related technology-focused functions.
• Proven track record delivering revenue growth and strategic partnerships.
• Experience managing large teams and financial performance.
• Strong negotiation, forecasting, budgeting and performance management skills.
• Excellent stakeholder management and executive relationship-building.
• Knowledge of IT infrastructure, cloud, networking, security, software and data centre markets.

Responsibilities

• Define and execute India's Partner Management strategy aligned with business objectives.
• Develop executive-level partner relationships with technology vendors and providers.
• Drive commercial performance through governance, budgets and profitability.
• Lead governance, process standardisation and risk management across the function.
• Lead, coach, and develop a diverse, high-performing team.

Job description

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Head of Partner Management

Life on the Team

Computacenter's Partner Management function plays a critical role in driving business growth through strategic technology partnerships, commercial excellence, and supplier engagement. Working closely with leading technology vendors, distributors, software publishers, and cloud providers, the team maximises partner value while creating competitive advantage for Computacenter and our customers.

As Head of Partner Management, you will lead a high-performing organisation responsible for developing strategic partner relationships, driving commercial performance, and enabling business growth across India. You will work closely with Sales, Services, Finance, Technology Sourcing, and Business Services teams to align partner strategies with business priorities and ensure maximum value is delivered through Computacenter's extensive technology ecosystem. This is a highly visible leadership role that provides the opportunity to shape partner strategy, influence senior stakeholders, strengthen executive relationships with global technology providers, and drive initiatives that directly contribute to business growth and profitability.

What You'll Do

Strategic Leadership

• Define and execute the Partner Management strategy for India, ensuring
• Alignment with Computacenter's business objectives and growth ambitions.
• Provide leadership, governance, and direction across the Partner Management
• Function, ensuring delivery against strategic and commercial goals.
• Establish clear objectives, operating plans, and performance measures to drive
• Business success and operational excellence.
• Lead organisational change and continuous improvement initiatives that
• Strengthen partner engagement and business outcomes.
• Own and manage the function's financial performance, including budget
• Planning, resource allocation, and profitability objectives.

Strategic Partner Management

• Develop and maintain executive-level relationships with key technology
• vendors, distributors, software publishers, and cloud providers.
• Position Computacenter as a strategic partner of choice through strong
• Collaboration, joint planning, and mutual growth initiatives.
• Lead negotiations relating to partner agreements, investment programmes,
• incentives, and strategic business plans.
• Drive vendor segmentation, partner growth strategies, and engagement models that maximise value creation.
• Align partner strategies to Computacenter's technology portfolio, services capabilities, and go-to-market priorities.

Commercial Performance

• Maximise commercial value through effective management of vendor funding,
• Rebates, incentives, special pricing programmes, and strategic investments.
• Negotiate favourable commercial terms that enhance profitability and create competitive advantage.
• Work closely with Finance and business stakeholders to ensure effective governance, forecasting, reporting, and performance management.
• Drive continuous improvement in partner contribution, profitability, and business performance.
• Oversee the effective management and optimisation of partner-related commercial programmes and associated operational processes.
• Collaborate with Sales, Services, and Solution teams to integrate partner programmes and funding opportunities into customer engagements.
• Ensure effective utilisation of partner incentives, special pricing, deal registration programmes, and market development initiatives.
• Support strategic customer opportunities by aligning partner capabilities with business and customer requirements.
• Identify opportunities to leverage emerging technologies, cloud solutions, and partner innovation to accelerate growth.
• Strengthen the overall contribution of strategic partnerships to revenue growth and business performance.

Operational Excellence & Governance

• Ensure robust governance, compliance, and risk management across all partner engagement activities.
• Drive process standardisation, operational efficiency, and continuous improvement across the function.
• Ensure effective management of supplier and partner frameworks, commercial agreements, and associated controls.
• Implement best practices, performance reporting, and operational disciplines to enhance service quality and business outcomes.
• Partner with wider business functions to optimise supporting sourcing and procurement activities where applicable.

Leadership & Talent Development

• Lead, coach, and develop a diverse, high-performing team.
• Foster an inclusive and collaborative culture focused on accountability, innovation, and continuous learning.
• Build organisational capability through talent development, succession planning, and leadership coaching. Inspire teams to embrace change and contribute to a culture of continuous improvement and customer focus.

What You'll Need

Leadership & Strategic Experience

• Significant leadership experience within Partner Management, Vendor Management, Channel Management, Technology Sourcing, Procurement, or a related technology-focused function.
• Proven experience developing and executing business strategies that deliver commercial growth and operational excellence.
• Demonstrated success leading large teams and driving organisational transformation in complex environments.
• Experience managing financial performance, strategic initiatives, and business outcomes.
• Strong understanding of technology partner ecosystems, channel programmes, vendor funding models, rebates, incentives, and commercial frameworks.
• Proven track record of delivering revenue growth, profitability improvement, and commercial value through strategic partner engagement.
• Strong negotiation skills and experience managing complex commercial arrangements with global technology partners.
• Excellent financial and analytical capability with experience in forecasting, budgeting, and performance management.

Relationship Management & Influencing

• Exceptional stakeholder management and executive relationship-building skills.
• Experience engaging and influencing senior leaders internally and externally.
• Strong communication, presentation, and negotiation skills.
• Ability to align diverse stakeholder groups around shared commercial objectives and strategic outcomes.

Industry Knowledge

• Strong understanding of the IT infrastructure, cloud, networking, security, workplace, software, and data centre markets.
• Knowledge of technology channel ecosystems, vendor partner programmes, and distribution models.
• Understanding of commercial governance, supplier management, and sourcing best practices.
• Awareness of industry trends and emerging technologies that influence customer and partner strategies.

Personal Attributes

• Strategic thinker with strong execution capability.
• Commercially focused, customer-centric, and results-driven.
• Collaborative leader with a passion for developing talent and building high performing teams.
• Resilient, adaptable, and comfortable operating in a fast-paced environment.
• Demonstrates integrity, accountability, and sound judgement.