Alliance Partner

Tata Consultancy Services Limited; Kuala Lumpur; On-site; MYR 180,000 - 260,000; Full time

Job summary

Tata Consultancy Services Limited in Malaysia is seeking an Alliance Partner Manager to drive alliance-led growth by managing strategic alliances with global technology, platform, and ecosystem partners. The role focuses on joint go-to-market execution, revenue acceleration, solution co-creation, and market expansion across key industries.

The role acts as the primary interface between TCS sales, delivery, industry units, and global partner teams, ensuring alignment to growth strategy and

Qualifications

• 10–15+ years in alliances, partnerships, sales, or business development.
• Strong background in IT services, digital transformation, cloud, or BPS ecosystems.
• Proven experience managing global technology partners.
• Exposure to Malaysia / ASEAN enterprise market.
• Experience with CXO-level stakeholders and large accounts.
• Strong commercial and deal-shaping capability.
• Executive communication and stakeholder management.
• Strategic thinking with execution discipline.
• Ability to work across sales, delivery, marketing, and leadership teams.
• Data-driven mindset with strong reporting and governance skills.

Responsibilities

• Define and execute Malaysia-specific alliance strategy aligned to TCS APAC and Global Partner programs.
• Own partner ABPs, joint targets, and operating cadence.
• Establish governance, performance reviews, and escalation mechanisms with partners.
• Align partner priorities with TCS industry verticals and large accounts.
• Drive alliance-sourced and alliance-influenced revenue for TCS Malaysia.
• Partner with sales teams to identify, qualify, and pursue joint opportunities.
• Enable co-sell, co-market, and co-innovate motions across key accounts.
• Support large deal pursuits, RFPs, and strategic bids with alliance leverage.

Skills

Alliances & partnerships

Sales & business development

Executive stakeholder management

Data-driven reporting

Governance & oversight

Tools

AWS

Microsoft Azure

Google Cloud

SAP

Salesforce

ServiceNow

Oracle

Job description

The Alliance Partner Manager is responsible for driving partner‑led growth for TCS Malaysia by managing strategic alliances with global technology, platform, and ecosystem partners. The role focuses on joint go‑to‑market execution, revenue acceleration, solution co‑creation, and market expansion across priority industries including Energy, BFSI, Manufacturing, Public Sector, and Digital Services.

This role acts as the primary interface between TCS Sales, Delivery, Industry Units, and Global Partner Teams, ensuring alignment to TCS’s growth strategy and Malaysia market priorities.

Key Responsibilities

Alliance Strategy & Governance

• Define and execute Malaysia‑specific alliance strategy aligned to TCS APAC and Global Partner programs
• Own partner annual business plans (ABPs), joint targets, and operating cadence
• Establish governance, performance reviews, and escalation mechanisms with partners
• Align partner priorities with TCS industry verticals and large accounts
• Drive alliance‑sourced and alliance‑influenced revenue for TCS Malaysia
• Partner with sales teams to identify, qualify, and pursue joint opportunities
• Enable co‑sell, co‑market, and co‑innovate motions across key accounts
• Support large deal pursuits, RFPs, and strategic bids with alliance leverage

Partner Relationship Management

• Act as single point of accountability for assigned strategic partners in Malaysia
• Build and manage senior‑level relationships (Country Heads, Partner Directors, Product Leaders)
• Manage partner performance, satisfaction, and long‑term roadmap alignment
• Represent TCS Malaysia in partner councils, executive briefings, and regional forums
• Collaborate with TCS Delivery Units, COEs, and Industry Teams to build joint offerings
• Support development of industry‑specific solutions, accelerators, and IP
• Enable pilots, PoCs, and lighthouse deals leveraging partner platforms
• Ensure readiness on partner certifications, enablement, and compliance

Enablement, Marketing & Reporting

• Enable sales and delivery teams on partner value propositions and differentiators
• Coordinate joint marketing campaigns, events, and demand‑generation initiatives
• Provide leadership dashboards covering pipeline, revenue, and partner health
• Ensure alignment with TCS internal governance and audit requirements

Key Performance Indicators (KPIs)

• Alliance‑sourced and influenced revenue (Malaysia)
• Qualified pipeline value and win rate
• Number of active joint pursuits and strategic wins
• Partner satisfaction and engagement score
• Sales and delivery enablement coverage

Experience & Qualifications

Required Experience

• 10–15+ years of experience in alliances, partnerships, sales, or business development
• Strong background in IT services, digital transformation, cloud, or BPS ecosystems
• Proven experience managing global technology partners
• Exposure to Malaysia / ASEAN enterprise market
• Experience working with CXO‑level stakeholders and large accounts
• Strong commercial and deal‑shaping capability
• Executive communication and stakeholder management
• Strategic thinking with strong execution discipline
• Ability to work across sales, delivery, marketing, and leadership teams
• Data‑driven mindset with strong reporting and governance skills

Preferred Qualifications

• Experience managing alliances with AWS, Microsoft, Google Cloud, SAP, Salesforce, ServiceNow, Oracle, or similar partners
• Prior experience in a large global SI / consulting organization
• Partner certifications or alliance program exposure