Strategic Alliance & Partner Manager Ghobash Group

DUTIES & RESPONSIBILITIES

• Partner Relationship Management:

• Conduct a comprehensive mapping and segmentation of all existing partners based on strategic importance and revenue potential.
• Build and maintain strong relationships with strategic technology partners (e.g., Cisco, Oracle, Microsoft, Dynatrace, DN, etc.)
• Act as the primary point of contact between CNS and partner organizations.
• Establish partner governance, and executive management cadence with strategic partners.
• Manage partner expectations and resolve issues to ensure long term partnership value.

• Joint Go-To-Market & Pipeline Support:

• Develop and align joint-go-to market strategies aligned in coordination with Sales and Business Unit.
• Support Sales teams across Dubai, Abu Dhabi, and Oman in identifying and positioning partner solutions within client opportunities.
• Contribute to the development of partner influenced pipeline by facilitating partner involvement in strategic opportunities.
• Coordinate partner participation in bids, proposals, and client engagements.
• Act as a bridge between partners and internal teams to accelerate deal readiness and solution positioning.

• Partner Program Management:

• Manage CNS participation in partner programs (certifications, tier status, competencies)
• Ensure compliance with partner program requirements and targets to maintain and improve partner tier levels.
• Track and optimize partner rebates, incentives, and funding programs.

• Sales & Pre-Sales Enablement:

• Enable Sales and Pre-Sales teams on partner solutions and offerings.
• Coordinate training, certifications, and technical enablement programs.
• Support the development of joint solutions offerings aligned with CNS services portfolio.

• Marketing & Ecosystem Development:

• Collaborate with Marketing to plan and execute joint marketing activities (e.g., events, campaigns).
• Support development of partner focused solution offerings and value propositions.
• Represent CNS in partner ecosystem initiatives and events.

• Performance Management & Reporting:

• Track partner related revenue, pipeline, and performance metrics based on defined KPIs, ensuring alignment with business objectives.
• Provide regular updates to leadership on partner performance, risks, and opportunities.
• Establish standardized partner dashboards and performance tracking tools.
• Continuously assess and optimize the partner ecosystem to maximize business impact.

• New Partnership Development:

• Proactively research and identify new strategic technology partnerships aligned with CNS priority offerings.
• Develop business cases and partnership strategies for new alliances.
• Support partnership discussions and negotiations in coordination with Legal, Finance, and Business Units.
• Define and implement structured onboarding frameworks for new partners.
• Stay informed on market trends and emerging technologies to identify high value partnership opportunities.

• Governance and Operating Model:

• Ensure consistent partner engagement model across all geographies (Dubai, Abu Dhabi, Oman).
• Work closely with all regional sales teams to ensure alignment and effective partner utilization.
• Maintain clear separation of responsibilities, ensuring Sales retains ownership of pipeline and revenue, while the role focuses on enablement and partner value maximization.