Alliance Partnership Manager

Jobline Resources Pte Ltd; Singapore; In loco; SGD 120.000 - 180.000; Tempo pieno

Descrizione del lavoro

Jobline Resources Pte Ltd in Singapore seeks a senior Alliances & Partnerships leader to own a network of technology partners in cybersecurity and enterprise networking. You will build executive relationships, develop joint business plans, and drive go-to-market initiatives with OEMs and system integrators.

You will coordinate with Sales, Legal and Finance to finalize agreements, manage governance, and accelerate growth through structured partner programs.

Competenze

• Bachelor degree in a relevant field as listed in the job requirements.
• Minimum 5–8 years of alliances, partner management or enterprise technology sales experience.
• Experience with technology OEMs in networking and/or cybersecurity; exposure to both domains preferred.
• Strong understanding of enterprise networking, managed services and cybersecurity solution areas.
• Experience with system integrators, distributors, and cross-functional teams to develop enterprise opportunities.
• Proven ability to develop joint business plans and convert partnerships into business outcomes.
• Commercial acumen with experience coordinating or negotiating NDAs, MSAs, and SOWs.
• Experience supporting regional or multi-country opportunities and partner fulfillment models.
• Strong stakeholder management, communication, presentation, negotiation and influencing skills.

Mansioni

• Own and develop a portfolio of network and cybersecurity partners with engagement priorities and joint business plans.
• Build relationships with partner executives, sales, channel teams and technical stakeholders.
• Identify new strategic partners and system integrators to extend capabilities and market reach.
• Develop joint go-to-market plans with OEMs and system integrators around priority solutions and target accounts.
• Collaborate with Sales and Account Managers to map partner opportunities and convert intelligence into pursuits.
• Create repeatable solution plays combining connectivity, managed services and partner technologies.
• Drive opportunities from account mapping through solutioning, proposals, and commercial closure.
• Build relationships with SI ecosystems and develop practical teaming models for complex opportunities.
• Use SI partnerships to open new routes to market and support larger transformation opportunities.
• Coordinate commercial agreements (NDAs, MSAs, reseller agreements, teaming agreements, SOWs) and align terms with stakeholders.
• Lead regular business reviews and orchestrate cross-functional execution to deliver market outcomes.

Conoscenze

Stakeholder management

Communication

Presentation

Negotiation

Influencing skills

Formazione

Bachelor's degree in Business, Marketing, Computer Science, Information Technology, Engineering or a related discipline

Descrizione del lavoro

Responsibilities

Build and manage strategic alliances

• Own and develop a portfolio of network and cybersecurity technology partners, with clear engagement priorities and joint business plans.
• Build strong relationships with partner executives, sales leaders, channel teams and technical stakeholders to secure commitment and alignment.
• Identify new strategic partners and system integrators that extend capabilities, market reach and ability to address customer requirements.

Create opportunities and new growth revenue

• Develop joint go-to-market plans with OEMs and system integrators around priority solutions, target industries, named accounts and emerging customer needs.
• Work closely with Sales and Account Managers to identify whitespace, map partner opportunities and convert partner intelligence into qualified pursuits.
• Create repeatable solution plays that combine connectivity, managed network and cybersecurity services with partner technologies and SI integration capabilities.
• Drive opportunities from account mapping and customer engagement through solutioning, proposal development, commercial alignment and closure support.

Develop the system integrator ecosystem

• Build relationships with local and regional system integrators that provide complementary consulting, implementation, application and vertical expertise.
• Develop practical teaming models for complex customer opportunities, including clear roles, customer ownership, delivery responsibilities and commercial arrangements.
• Use SI partnerships to open new routes to market and support larger, multi-domain transformation opportunities.

Lead commercial and contractual partnership readiness

• Coordinate and drive partnership agreements required for execution, including Non-Disclosure Agreements (NDAs), Master Services Agreements (MSAs), reseller agreements, teaming agreements, Statements of Work and other relevant commercial frameworks.
• Work with Legal, Procurement, Finance, Compliance and internal stakeholders to progress agreement review, negotiation, approval and signing.
• Ensure commercial terms, responsibilities, support models and governance are clearly defined before joint customer execution.
• Manage partner-related commercial or contractual escalations that may affect opportunity progress or customer delivery.

Drive partner governance and execution

• Lead regular business reviews with strategic partners to align priorities, pipeline, joint investments, capability development and key actions.
• Orchestrate execution across Sales, Presales, Product, Engineering, Marketing and Delivery teams to translate partnership plans into market outcomes.
• Secure partner resources such as solution specialists, executive sponsors, marketing support, POC funding, rebates and market development funds where relevant.

Shape new solutions and market plays

• Stay current on developments across enterprise networking, SASE/SSE, Zero Trust, cloud and network security, AI security and managed services.
• Work with Product and technical teams to assess new partner capabilities and turn them into scalable, supportable customer propositions.
• Initiate customer workshops, solution showcases, pilots and lighthouse opportunities to validate demand and accelerate commercialisation.

Requirements

• Bachelor's degree in Business, Marketing, Computer Science, Information Technology, Engineering or a related discipline.
• Minimum 5-8 years of relevant experience in alliances, partner management, business development, channel sales or enterprise technology sales.
• Experience managing or working with technology OEMs in networking and/or cybersecurity; exposure across both domains is strongly preferred.
• Good understanding of enterprise networking, managed services and cybersecurity solution areas, and how solutions are brought to market through partner ecosystems.
• Experience within major network and cybersecurity partner ecosystems, including areas such as campus/data-centre networking, SD-WAN, SASE/SSE, firewall, Zero Trust, cloud security, AI security or managed security.
• Experience developing new partner propositions or managed-service offerings from concept or pilot through commercial launch.
• Experience working with system integrators, distributors, technology vendors and cross-functional internal teams to originate and progress enterprise opportunities.
• Demonstrated ability to develop joint business plans, activate opportunities, build executive relationships and translate partnerships into business outcomes.
• Commercial acumen and practical experience coordinating or negotiating partnership agreements such as NDAs, MSAs, reseller agreements, teaming agreements and Statements of Work.
• Experience supporting regional or multi-country opportunities and partner fulfilment models.
• Strong stakeholder management, communication, presentation, negotiation and influencing skills.
• Ability to operate with a high level of ownership in a fast-moving environment, balancing strategic thinking with disciplined execution.

Licence no: 12C6060