Head of Alliance

SmartChoice International GCC; Doha; On-site; QAR 350,000 - 700,000; Full time

Job summary

SmartChoice International GCC in Qatar seeks a senior Head of Alliance & Partner Management to build the strategy, operating model and commercial engine from the ground up. You will develop relationships across technology vendors, global consultancies and IT services partners to generate measurable business outcomes.

The role requires 10+ years in technology partnerships and a demonstrated ability to launch new partner programmes, drive co-selling, and lead partner operations within a matrixed

Qualifications

• 10+ years in technology, ideally spanning sales, partnerships, alliances or channel development.
• Proven track record building and growing partner ecosystems with strategic alliances experience.
• Experience launching new partner functions or reshaping programmes with new operating models.
• Comfort with commercial aspects of technology partnerships: incentives, funding, certifications, deal registration and joint selling.
• Ability to attribute revenue, pipeline or growth to partnerships and engage senior vendor stakeholders.

Responsibilities

• Shape and execute the alliance and partner strategy aligned to commercial objectives.
• Generate partner-led pipeline and revenue through strategic ecosystem development.
• Cultivate senior-level relationships across technology vendors, consultancies and IT services partners.
• Create governance, operating model and performance structure for the partner function.
• Orchestrate co-selling initiatives and partner-led opportunities.
• Oversee commercial negotiations, strategic agreements and partnership economics.
• Optimize partner programmes including MDF, rebates, incentives and deal registration.
• Collaborate with sales and business leaders to turn partnerships into measurable results.
• Introduce robust reporting, attribution and pipeline management across the ecosystem.
• Grow and lead the partner operations function in a matrixed business.

Skills

Strategic alliances

Partner ecosystem development

Revenue attribution

Stakeholder management

Deal negotiations

Job description

Head of Alliance & Partner Management | Qatar Competitive salary & benefits to be discussed on a call

I’m currently partnering with an IT services organisation in Qatar who is looking for a Head of Alliance & Partner Management. This is a senior, function-building opportunity for an experienced alliances leader who can build the strategy, operating model and commercial engine from the ground up rather than simply manage an established partner function. The role will be responsible for developing and activating strategic relationships across: Technology & OEM partners, Global and regional consulting firms and IT services & channel partners.

Responsibilities

• Shape and execute the organisation’s alliance and partner strategy, aligned to wider commercial objectives
• Generate partner-led pipeline and revenue through strategic ecosystem development
• Cultivate senior-level relationships across technology vendors, consultancies and IT services partners
• Create the governance, operating model and performance structure for the partner function
• Orchestrate joint GTM initiatives, co-selling activity and partner-led opportunities
• Oversee commercial negotiations, strategic agreements and partnership economics
• Optimise partner programmes, including tiers, MDF, rebates, incentives and deal registration
• Collaborate with sales and business leaders to turn strategic partnerships into measurable commercial results
• Introduce robust reporting, attribution and pipeline management across the ecosystem
• Grow and lead the partner operations function, working effectively across a matrixed business

Requirements

• Senior commercial leader with 10+ years in technology, ideally spanning sales, partnerships, alliances or channel development.
• Strong track record of building and growing partner ecosystems, with at least 5 years in a strategic alliances or partner-focused role.
• Someone who has built something rather than simply inherited it e.g launching a new partner function, reshaping an existing programme or introducing a new operating model.
• Comfortable working with the commercial side of major technology partnerships, including partner incentives, funding programmes, certifications, deal registration and joint selling models.
• Able to demonstrate clear commercial impact, with experience attributing revenue, pipeline or growth to strategic partnerships.
• Confident engaging with senior vendor stakeholders and driving partnership negotiations from strategy through to commercial agreement.
• Broad knowledge of the enterprise technology landscape, with exposure to ecosystems such as cloud, cybersecurity, enterprise software, Microsoft and/or hyperscalers.
• Experience gained within an SI, technology provider, consultancy, distributor or broader IT services business would be highly relevant.