Associate Director Alliances

Tata Communications; Amsterdam; On-site; EUR 80,000 - 105,000; Full time

Job summary

Tata Communications seeks an Associate Director - Alliances & Strategic Partnerships to lead and scale our partner ecosystem across Benelux and Nordics, reporting to the Head of Alliance and Partnerships for Continental Europe.

You will build executive-level relationships with global technology providers, OEMs, GSIs, telcos and channel partners, and drive joint go-to-market, governance and co-sell programs to accelerate revenue growth.

Qualifications

• 15+ years in Alliances, Strategic Partnerships, Channel Sales, Business Development, or Enterprise Sales within ICT/telecom or technology services.
• Proven experience managing global OEMs, hyperscalers, GSIs, and strategic ecosystem partners.
• Track record of building partner-led revenue models and executing co-sell motions.
• Experience in multinational and matrix organizations; managing multi-million-dollar pipelines.

Responsibilities

• Define and execute regional alliance strategies aligned with growth objectives.
• Develop strategic relationships with OEMs, hyperscalers, cybersecurity providers, GSIs, telcos, and channel partners.
• Establish partner segmentation, engagement, governance, and investment frameworks.
• Identify ecosystem opportunities and emerging tech partnerships to differentiate offerings.
• Drive partner-led and partner-influenced growth across markets; own executive relationships with key partners.
• Create joint go-to-market motions and co-selling programs for enterprise customers.

Job description

Associate Director - Alliances & Strategic Partnerships

Role Overview

We are seeking an experienced and commercially driven Associate Director - Alliances & Strategic Partnerships to lead and scale our partner ecosystem across Benelux and Nordics marker reporting Head of Alliance and Partnerships for Continental Europe. This role will be responsible for developing and executing alliance strategies with global technology providers, OEMs, GSIs, telecom operators, distributors, and strategic channel partners to accelerate revenue growth, expand market reach, and strengthen our position in key growth areas including Network Services, Cybersecurity, Cloud, Digital Infrastructure, UCC, Managed Services, and Emerging Technologies.

The successful candidate will build and manage executive-level relationships across partner organizations and drive a comprehensive engagement model encompassing Sell-To, Sell-With, Sell-Through, and Buy-From motions. The role requires a balance of strategic thinking, ecosystem leadership, business development, and operational governance to create measurable business outcomes.

Key Responsibilities

Alliance Strategy & Ecosystem Development:

• Define and execute a regional alliance and partnership strategy aligned with business growth objectives.
• Develop strategic relationships with leading OEMs, hyperscalers, cybersecurity providers, GSIs, telcos, and channel partners.
• Establish partner segmentation, engagement, governance, and investment frameworks.
• Identify new ecosystem opportunities and emerging technology partnerships to enhance market differentiation.
• Drive partner-led and partner-influenced growth strategies across existing and new markets.
• Own executive relationships with strategic technology partners including cloud, networking, security, communications, and infrastructure vendors.
• Develop annual joint business plans, revenue targets, marketing initiatives, solution strategies, and executive governance models.
• Accelerate partner certifications, competencies, specializations, and program participation.
• Establish and expand relationships with Global System Integrators, consulting firms, service providers, telecom carriers, and regional channel partners.
• Create joint go-to-market motions and co-selling programs for enterprise and multinational customers.
• Develop strategic engagement models with consulting-led opportunities and digital transformation initiatives.
• Foster ecosystem collaboration to create multi-partner solutions that address complex customer requirements.
• Build and maintain a partner-driven pipeline and ensure conversion into measurable revenue.
• Drive co-sell opportunities, joint pursuits, account mapping, and executive sponsorship programs.
• Collaborate with sales leaders, BDMs, solution architects, and product teams to identify high-value opportunities.
• Support large strategic pursuits through relationship leverage, commercial structuring, and executive alignment.
• Lead partner-influenced forecasting and pipeline reviews.

Cross-Functional Leadership

• Work closely with Sales, Product Management, Marketing, Solution Design, Delivery, Procurement, and Operations teams.
• Ensure alignment between partner priorities and internal business objectives.
• Drive organizational readiness around partner programs, enablement initiatives, and solution development.
• Mentor alliances managers and sales specialists to improve partner engagement effectiveness.

Key Performance Indicators (KPIs): The role will be measured against:

• Business Growth (Partner driven revenue, ACV generated via alliances, new logos via partners, multi product / multi solution sales)
• Pipeline Growth: Build a qualified and healthy partner-generated pipeline, with ability to take it for closure
• Alliance Development: Build stronger relationship with existing and new alliances, Joint GTM and establish right governance
• Increase our product/ solution visibility across partners
• Operational Excellence: Quarterly and annual business plan attainment, customer relationship and reporting governance, contracts closures

Experience

• Minimum 15+ years of experience in Alliances, Strategic Partnerships, Channel Sales, Business Development, or Enterprise Sales within the ICT, telecom, cloud, cybersecurity, or technology services industry.
• Proven experience managing global OEMs, hyperscalers, telecom providers, GSIs, and strategic ecosystem partners.
• Demonstrated success in building partner-led revenue models and executing co-sell motions.
• Experience working in multinational and matrix organizations.
• Track record of managing multi-million-dollar pipelines and enterprise-level partnerships.
• Experience in Continental Europe and understanding of regional partner ecosystems would be highly advantageous.

Critical Leadership Qualities

• Strategic thinker with strong commercial acumen
• Exceptional relationship-building and executive influence skills
• Strong understanding of domain and industry
• Strong negotiation and partnership management capabilities
• Strong stakeholder management and cross-functional leadership
• Entrepreneurial mindset with ability to build new growth engines
• Excellent communication, presentation, and executive engagement skills
• Ability to operate effectively across cultures and geographies
• Self Motivation and excellent business value articulation capabilities

Education

Base Salary Range: 92,814 - 122,050. The salary may be adjusted within this range based on the candidate's qualifications, experience, and the specific needs of the position.

Other Compensation: The position is eligible to participate in a sales-based incentive program.