Partner Manager
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Key skills for this role
About the Role
iHorizons seeks a Partner Manager to develop and execute partnership strategy, manage vendor and implementation partner relationships, and drive partner-sourced revenue. The role requires 10-12 years of software sales experience with at least 7 years in partnerships, and is based onsite in Doha.
Key Skills for This Role
Responsibilities
- Develop and implement a comprehensive partnership strategy
- Identify, evaluate, negotiate, and sign new partnerships
- Manage ongoing relationships with partners to maximize business opportunities
- Ensure compliance with partnership obligations, including certifications
- Own and achieve annual partner driven revenue targets
- Define and track partner sourced vs partner influenced revenue
- Manage vendor programs and improve company standing in vendor tiers
- Maximize vendor benefits including MDF, rebates, and deal registration
- Enable sales and delivery teams on partner solutions and vendor offerings
Requirements
- Bachelor's degree in business or computer science
- 10 to 12 years of experience in a software sales environment
- At least 7 years of experience maintaining and developing partnerships
- Working knowledge of the partner ecosystem
- Experience with hyperscalers (AWS, Azure, GCP)
- Experience in CRM usage (Salesforce, Dynamics, etc.)
- Proficiency in enterprise technology solution ecosystems
- Familiarity with Gartner's Magic Quadrant and Forrester's Wave
- Excellent presentation and communication skills
- Tenacious, confident, and self motivated
Full Job Posting
Job Summary
- The Partner Manager at iHorizons is responsible for developing and executing the overall partnership strategy, including identifying, evaluating, negotiating, and signing new partnerships, managing ongoing relationships, and ensuring compliance.
Reporting Structure
- This position reports to the Director Service Development and Delivery.
Job Objectives
- Develop and implement a comprehensive partnership strategy.
- Identify, evaluate, recommend, negotiate, and sign new partnerships.
- Nurture and manage relationships with partners.
- Ensure compliance with partnership obligations.
- Contribute to growth by leveraging partnerships.
- Identify and enact opportunities to reduce partner costs.
- Own and achieve annual partner driven revenue targets.
- Define and track partner sourced vs partner influenced revenue.
Partnership Strategy Development
- Analyze market trends and competitive landscape.
- Identify potential strategic partners and evaluate alignment.
- Determine appropriate mix of strategic and opportunistic partnerships.
- Define partnership goals, objectives, and KPIs.
- Collaborate with internal stakeholders to align strategy.
Partnership Identification, Evaluation, and Negotiation
- Identify and research potential partnership opportunities.
- Identify solution gaps and onboard partners to fill them.
- Evaluate potential partners based on expertise, market presence, and compatibility.
- Conduct due diligence including financial analysis and risk assessment.
- Develop and negotiate partnership agreements.
- Collaborate with legal and finance teams.
Relationship Management and Business Generation
- Build and maintain strong relationships with partners.
- Regularly communicate to identify business opportunities.
- Support partners in generating business.
- Monitor partner performance against KPIs.
- Collaborate with sales, marketing and delivery teams.
- Maintain a minimum level of public activities with partners.
Revenue & Growth Accountability
- Build and maintain a partner driven pipeline.
- Co own deals with Sales and ensure partner attach rate.
- Develop joint go to market plans with key vendors.
- Enable co selling motions with vendor sales teams.
- Establish Quarterly Business Reviews with key partners.
- Track partner contribution to total company revenue.
- Ensure profitability through incentives.
Partnership Obligations and Administrative Management
- Ensure compliance with partnership obligations.
- Manage administrative aspects including contract renewals.
- Maintain accurate records of partnership agreements.
- Coordinate with internal teams to provide support.
- Monitor partner compliance with legal and ethical guidelines.
Vendor Program & Tier Management
- Manage and improve company standing in vendor programs.
- Ensure achievement of vendor KPIs to unlock incentives.
Incentives, Rebates & Funding Management
- Maximize vendor benefits including MDF, rebates, and deal registration benefits.
- Track and optimize partner profitability.
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