Alliance Director - Strategic Partners

The Alliance Director – Strategic Growth Partners is a senior, revenue-carrying leadership role responsible for owning the end-to-end commercial performance of a portfolio of ZainTECH’s most important strategic technology partners.

This role is accountable for transforming partners such as Dell, Cisco, Fortinet, Nutanix, Red Hat, Oracle, Huawei, and Service Now into scalable, high-margin, partner-led growth engines
. The Alliance Director owns the number — from joint strategy and pipeline creation through deal execution, revenue realization, and long-term expansion.

Success in this role requires combining strategic partner leadership with relentless execution
, mobilizing Sales, SSPs, Product, Marketing, and Delivery to convert partner momentum into measurable revenue outcomes.

Responsibilities:

• Own the end-to-end revenue target for assigned strategic partners, including pipeline creation, deal conversion, and billed revenue.
• Be accountable for translating partner pipeline into closed and realized revenue
  , proactively addressing execution gaps across sales, delivery, and partner engagement.
• Where performance issues exist (weak pipeline, low win rates, delivery constraints, limited seller focus), drive corrective actions by mobilizing Sales leadership, SSPs, Enablement, Product, and Delivery teams.
• Act as the single point of accountability for partner business performance — strategy, execution, and outcomes.

• Develop and execute multi-year regional partner strategies and joint business plans aligned to ZainTECH’s growth priorities.
• Shift partner engagement from country-by-country transactional reselling to regional, solution-led growth models that leverage ZainTECH’s scale and influence.
• Expand partner impact by unlocking new solution areas, services-led plays, and geographic expansion across the region.
• Position partners not as “box movers,” but as strategic platforms within ZainTECH’s transformation, cloud, security, and AI agenda.

• Work closely with Sales leadership, Account Managers, and SSPs to build and maintain a strong, high-quality pipeline for assigned partners.
• Ensure sellers are enabled, focused, and incentivized to prioritize strategic partner plays.
• Drive partner-led GTM motions that increase win rates, shorten sales cycles, and improve deal size and margin
  .
• Coordinate partner-funded initiatives (MDF, campaigns, programs) in alignment with broader sales and GTM priorities.

• Drive the attachment of professional services and managed services to partner deals to improve margin and revenue quality.
• Work closely with Product and Delivery leadership to ensure partner offerings are properly packaged, priced, and delivered at scale
  .
• Identify gaps in delivery capability or readiness and ensure corrective actions are taken to protect revenue realization.

• Operate as a senior cross-functional leader working closely with:
• Chief Revenue Officer (sales execution and pipeline conversion)
• Chief Technology & Delivery leadership (presales and delivery readiness)
• Product & Marketing leadership (offerings, packaging, GTM alignment)
• Carry the mandate to challenge, escrow, and realign internal teams where execution gaps threaten revenue delivery.
• Ensure partner commitments made externally are executable internally.

• Achievement of annual revenue targets for assigned strategic partners.
• Growth in partner-sourced and partner-influenced revenue
  .
• Conversion of pipeline into billed and recognized revenue
  .
• Improved margin and services attach rates.
• Expansion of partner footprint across regions and solution areas.
• Strength and quality of executive relationships with strategic partners.

• 12+ years in alliances, partner sales, partner management or strategic sales roles
• Proven experience owning revenue targets through partners
  , not just managing relationships.
• Track record of scaling partner businesses beyond transactional reselling into solution- and services-led growth.
• Experience working in complex, matrixed organizations with multiple senior stakeholders.
• Strong commercial acumen with a “own the number” mindset
  .
• Ability to influence without direct authority across Sales, Product, and Delivery.
• Comfortable operating at both executive and field level
  .
• Structured, disciplined, and outcome-oriented.
• Resilient, direct, and willing to challenge constructively to deliver results.