HEAD OF PARTNERSHIPS AND ALLIANCES

Tata Consultancy Services; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

Tata Consultancy Services, APAC, seeks a Head of Partnerships and Alliances in Malaysia to lead the partner ecosystem across the Malaysian B2B technology market. The role translates strategic relationships with cloud, SaaS, SI, and ISV ecosystems into practical go‑to‑market activity and customer value across enterprise and public sector landscapes.

The leader will design co‑sell and co‑market motions, leverage a strong local network, and align partner strengths to deliver coherent joint

Responsibilities

• Ecosystem strategy: Shape and lead the partnership and alliance approach for Malaysia, grounded in the realities of the local B2B technology ecosystem.
• Strategic relationship development: Build and deepen productive relationships across regional cloud and SaaS ecosystems, system integrators and independent software vendors.
• Joint go-to-market execution: Develop and drive co‑sell and co‑market motions with relevant partners, moving relationships from strategic intent into coordinated market activity.
• Market access: Use a strong network across Malaysia’s mid‑market, enterprise and public‑sector communities to improve access, relevance and engagement.
• Customer alignment: Connect partner capabilities with the needs of Malaysian customers, with particular familiarity across the public sector, BFSI and the wider enterprise market.
• Commercial value: Support ecosystem‑led opportunities that contribute to consultative and consumption‑based revenue outcomes.
• Alliance orchestration: Align the respective strengths of TCS, partners and ecosystem participants to create coherent joint propositions and market engagement.
• Ecosystem navigation: Apply a practical understanding of SI and ISV dynamics to define roles, manage overlap and establish effective ways of working.

Job description

Join Tata Consultancy Services, Asia Pacific and be part of an organization committed to sustainable development for our future. TCS follows the Tata group philosophy of building sustainable businesses that are rooted in the community and demonstrate care for the environment. Our unique values position us to combine a purpose-driven worldview with digital innovation, collaborating with customers, communities and governments to lead and shape innovative solutions for a sustainable future. TCS has been carbon neutral in its operations across 11 countries, 12 delivery centres and 18 offices in Asia Pacific since 2022. This is only the initial stage in TCS’ journey as we strive to achieve long‑term net zero emissions by 2030.

Corporate sustainability is embedded in our triple‑bottom‑line, focusing on people, the planet, and our purpose. Our offices are designed with eco‑friendly features that significantly reduce our carbon footprint and enhance energy efficiency. We actively champion green initiatives, such as promoting paperless operations, implementing energy‑efficient practices, and fostering employee engagement in sustainability efforts. When you become part of the TCS family, you will play an essential role dedicated to innovation, excellence, and crafting a brighter, greener future together. Join us and be a part of our mission to drive sustainability through technology and talent at Tata Consultancy Services, APAC today

Role Purpose

The Head of Partnerships and Alliances will lead the development of TCS Malaysia’s partner ecosystem across the Malaysian B2B technology market. The role is responsible for translating strategic relationships with cloud, SaaS, system integrator and independent software vendor ecosystems into practical go‑to‑market activity, stronger market access and customer value across Malaysia’s enterprise and public‑sector landscape.

This leader must combine deep local‑market understanding with the ability to design and execute co‑sell and co‑market motions. The successful candidate will operate confidently across partner organisations, internal teams and customers, while understanding how different ecosystem participants create value within consultative and consumption‑based commercial models.

Key Responsibilities

• Ecosystem strategy: Shape and lead the partnership and alliance approach for Malaysia, grounded in the realities of the local B2B technology ecosystem.
• Strategic relationship development: Build and deepen productive relationships across regional cloud and SaaS ecosystems, system integrators and independent software vendors.
• Joint go‑to‑market execution: Develop and drive co‑sell and co‑market motions with relevant partners, moving relationships from strategic intent into coordinated market activity.
• Market access: Use a strong network across Malaysia’s mid‑market, enterprise and public‑sector communities to improve access, relevance and engagement.
• Customer alignment: Connect partner capabilities with the needs of Malaysian customers, with particular familiarity across the public sector, BFSI and the wider enterprise market.
• Commercial value: Support ecosystem‑led opportunities that contribute to consultative and consumption‑based revenue outcomes.
• Alliance orchestration: Align the respective strengths of TCS, partners and ecosystem participants to create coherent joint propositions and market engagement.
• Ecosystem navigation: Apply a practical understanding of SI and ISV dynamics to define roles, manage overlap and establish effective ways of working.