Partnership Development Manager – Cloud & Technology Alliances
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Key skills for this role
About the Role
Unicorn Lab is seeking a Partnership Development Manager to lead strategic engagement with technology partners like Microsoft, AWS, and Google Cloud in the Middle East. This quota-carrying role involves building partner relationships, generating opportunities, and driving joint go-to-market initiatives.
Key Skills for This Role
Responsibilities
- Develop and execute partnership growth strategies with Microsoft, AWS, Google Cloud, and other strategic technology vendors.
- Build and maintain executive level relationships across partner organizations.
- Position Tech Unicorn as a preferred implementation, consulting, managed services, and solution delivery partner.
- Identify and secure new partnership opportunities across government, enterprise, and commercial sectors.
- Drive joint business planning and partner engagement programs.
- Own and achieve monthly, quarterly, and annual partnership revenue targets.
- Generate and manage a predictable pipeline of partner sourced opportunities.
- Convert partner referrals and joint opportunities into closed business.
- Execute joint marketing and demand generation initiatives with technology partners.
- Act as the primary liaison between Tech Unicorn and assigned technology partners.
- Lead partnership driven opportunity qualification and progression.
- Maintain awareness of partner competencies, certifications, incentives, and funding programs.
Requirements
- Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, or a related field
- Minimum 5–8 years of experience in technology partnerships, channel sales, business development, alliance management, or partner ecosystem management
- Proven experience working with Microsoft, AWS, Google Cloud, or similar enterprise technology ecosystems
- Demonstrated success achieving revenue targets and managing sales pipelines
- Strong understanding of cloud infrastructure, enterprise software, AI solutions, digital transformation, cybersecurity, and managed services
- Experience engaging with senior executives, government stakeholders, and enterprise decision makers
- Strong commercial acumen with a proven ability to negotiate and close deals
- Experience operating within GCC and Middle East markets
- Willingness to travel extensively across the GCC and Middle East region
Full Job Posting
Role Overview
- We are seeking a highly motivated, commercially driven, and relationship focused Partnership Development Manager to lead strategic engagement with technology partners across the Middle East region.
- The ideal candidate will have a proven track record working within the partner ecosystems of Microsoft, Amazon Web Services (AWS), Google Cloud, and other leading technology vendors.
- This is a quota carrying position with performance based remuneration tied directly to partnership driven revenue, opportunity creation, and strategic business outcomes.
Key Responsibilities
- Develop and execute partnership growth strategies with Microsoft, AWS, Google Cloud, and other strategic technology vendors.
- Build and maintain executive level relationships across partner organizations.
- Position Tech Unicorn as a preferred implementation, consulting, managed services, and solution delivery partner.
- Identify and secure new partnership opportunities across government, enterprise, and commercial sectors.
- Drive joint business planning and partner engagement programs.
- Establish and grow strategic alliances that contribute directly to revenue generation and market expansion.
- Own and achieve monthly, quarterly, and annual partnership revenue targets.
- Generate and manage a predictable pipeline of partner sourced opportunities.
- Convert partner referrals and joint opportunities into closed business.
- Develop account plans and growth strategies for assigned partner relationships.
- Maintain accurate pipeline forecasting and reporting.
- Execute joint marketing and demand generation initiatives with technology partners.
Required Qualifications
- Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, or a related field.
- Minimum 5–8 years of experience in technology partnerships, channel sales, business development, alliance management, or partner ecosystem management.
- Proven experience working with Microsoft, AWS, Google Cloud, or similar enterprise technology ecosystems.
- Demonstrated success achieving revenue targets and managing sales pipelines.
- Strong understanding of cloud infrastructure, enterprise software, AI solutions, digital transformation, cybersecurity, and managed services.
- Experience engaging with senior executives, government stakeholders, and enterprise decision makers.
- Strong commercial acumen with a proven ability to negotiate and close deals.
- Experience operating within GCC and Middle East markets.
Preferred Qualifications
- Experience with Microsoft Partner Network, AWS Partner Network, Google Cloud Partner Advantage, or equivalent partner programs.
- Knowledge of Azure, AWS, Google Cloud, Microsoft AI, OpenAI, cybersecurity, data platforms, and digital workplace solutions.
- Experience selling into government, public sector, justice, healthcare, telecommunications, or large enterprise environments.
- Microsoft, AWS, or Google Cloud certifications are advantageous.
Core Competencies
- Strategic Partnerships, Alliance Management, Business Development, Revenue Growth, Pipeline Management, Forecasting and Reporting, Executive Stakeholder Management, Commercial Negotiation, Opportunity Management, Technology Ecosystem Knowledge, Partner Program Management, Communication and Presentat
Personal Attributes
- Highly self motivated and entrepreneurial.
- Strong go getter mentality with a passion for winning business.
- Excellent interpersonal and people management skills.
- Exceptional verbal and written communication skills.
- Strong networking and relationship building capabilities.
- Comfortable engaging with C level executives and senior government officials.
- Tech savvy with the ability to understand and articulate technology solutions.
- Organized, disciplined, and highly accountable.
- Able to work independently with minimal supervision.
- Strong ownership mindset with a focus on outcomes and execution.
Travel Requirements
- Willingness to travel extensively across the GCC and Middle East region.
- Ability to attend partner meetings, executive engagements, customer visits, conferences, and industry events as required.
Performance Metrics (KPIs)
- Monthly Revenue Quota Achievement.
- Quarterly Revenue Growth.
- Partner Sourced Pipeline Value.
- Qualified Opportunities Generated.
- Closed Won Revenue.
- Forecast Accuracy.
- Number of Executive Engagements Conducted.
- Joint Go to Market Activities Executed.
- Partner Satisfaction and Relationship Health.
- Marketplace and Co Sell Opportunities Generated.
- Strategic Partner Expansion and Growth.
Compensation Structure
- The role offers a competitive base salary combined with a success based remuneration model linked to: Monthly Revenue Achievement, Quarterly Revenue Achievement, Partner Sourced Opportunity Creation, Qualified Pipeline Generation, Closed Won Business Value, Strategic Partnership Growth, Achievement
- Exceptional performers will have significant earning potential through commission, incentives, accelerators, and performance based rewards.
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