Partner Alliance Manager

Join GDT and be part of a dynamic team where innovation meets excellence! At GDT, our employees are the cornerstone of our success. GDT offers a people-first culture focused on inclusivity, growth, and innovation. Employees have access to career development opportunities, cutting-edge technology, and a collaborative environment. Employees are empowered to make a meaningful impact and are recognized for their contributions. As a global IT services company, we prioritize attracting, empowering, and retaining top-tier talent dedicated to delivering exceptional results.

Job Summary and Purpose

The Partner Alliance Manager develops and manages strategic relationships with assigned technology vendors, original equipment manufacturers, software providers, system integrators, consultants, and other partners. This role translates partner capabilities and programs into joint go-to-market strategies, sales opportunities, customer value propositions, and measurable business results for GDT. The Manager owns alliance plans, coordinates cross-functional execution, manages partner communications and performance reporting, supports agreements and budgets, and enables GDT practitioners, sellers, and delivery teams to effectively position and deliver partner solutions.

Key Responsibilities

• Develop and execute alliance strategies aligned with GDT’s growth objectives, technology portfolio, services capabilities, market priorities, and competitive position.
• Own the alliance plan for assigned OEM and vendor relationships, including go-to-market approach, top priorities, capabilities, target customers, joint activities, financial goals, and measurable outcomes.
• Identify potential partners and assess strategic fit based on customer needs, technology capabilities, market opportunity, economics, service aligment, and GDT’s broader portfolio.
• Build and maintain trusted relationships with partner executives, alliance managers, sales leaders, technical teams, marketing contacts, and delivery stakeholders.
• Translate partner technology, products, services, programs, and resources into clear value propositions and practical sales and solution opportunities.
• Create and advance joint go-to-market plans with partners, including campaigns, account strategies, solution plays, customer events, workshops, referrals, co-sell motions, and pursuit support.
• Collaborate with Account Management, Sales, Solution Architecture, Managed Services, Professional Services, Marketing, Finance, Legal, and Operations to execute alliance priorities.
• Understand and communicate the economic impact of assigned alliances, including sell-with, sell-to, resell, buy-from, pipeline, bookings, revenue, margin, and other relevant performance measures.
• Manage or coordinate alliance budgets, partner investments, marketing funds, program requirements, and approved joint activities.
• Participate in tracking, negotiating, administering, and renewing alliance agreements, contracts, program enrollments, and related documentation.
• Establish and maintain clear, consistent alliance reporting, including pipeline, activities, performance, risks, commitments, investments, and next steps.
• Act as an information clearinghouse for assigned alliances, ensuring internal stakeholders have timely access to partner offerings, program updates, resources, contacts, and requirements.
• Lead or support partner business reviews, practice meetings, executive briefings, planning sessions, and governance activities.
• Coordinate practitioner enablement activities, including training, certifications, external events, partner resources, solution workshops, and pursuit support.
• Ensure new practitioners and relevant internal stakeholders understand available alliance resources and are added to partner portals, programs, and communications as appropriate.
• Monitor and evaluate partnership performance, identify gaps and opportunities, and recommend actions that improve partner contribution, execution, and mutual value.
• Negotiate or support partnership terms and operating agreements that advance mutual business objectives, in coordination with Legal, Finance, and alliance leadership.
• Complete other responsibilities and special projects as assigned.

Alliance Strategy and Business Ownership

• Maintain an up-to-date view of assigned alliance business plans and ensure priorities are translated into owners, activities, milestones, and measurable outcomes.
• Balance strategic planning with disciplined execution by monitoring action items, removing obstacles, escalating risks, and bringing commitments to conclusion.
• Identify whitespace opportunities, market trends, customer needs, competitive activity, partner capabilities, and emerging offerings that may support profitable growth.
• Promote and educate customers, buyers, sellers, practitioners, and partners on the breadth of GDT’s capabilities and the value of joint solutions.
• Use data, partner insight, customer feedback, and business judgment to recommend where GDT should invest time, resources, enablement, and market focus.

Education and Experience

• Bachelor’s degree in business, marketing, sales, technology, communications, or a related field preferred; equivalent relevant experience may be considered.
• 5–7 years of professional experience in sales, business development, partner management, alliances, marketing, technology services, or a related field.
• At least 3 years of experience managing technology-vendor, OEM, strategic-partner, or alliance relationships preferred.
• Experience in an IT solutions, professional services, managed services, distribution, software, cloud, or systems-integration environment preferred.
• Experience with joint business planning, partner programs, co-sell motions, pipeline development, partner reporting, or go-to-market execution preferred.

Knowledge, Skills, and Abilities

• Strong understanding of strategic partnerships, alliance management, partner ecosystems, and joint go-to-market models.
• Ability to articulate partner and GDT value propositions and translate technical information into business, customer, and sales opportunities.
• Demonstrated ability to build and maintain relationships with senior executives, consulting resources, technical teams, sales representatives, customers, and external partners.
• Strong strategic thinking combined with operational discipline, organization, follow-through, and attention to detail.
• Ability to influence and persuade stakeholders to develop joint sales, solution, marketing, and customer-engagement opportunities.
• Strong research, analytical, account-management, business-planning, project-management, and presentation skills.
• Excellent written, verbal, executive, and presentation communication skills.
• Ability to lead cross-functional teams and work effectively through influence without relying solely on formal authority.
• Proficiency with Microsoft Word, Excel, PowerPoint, CRM systems, partner portals, and related business tools.
• Highly organized, self-sufficient, resourceful, adaptable, and comfortable operating with limited direction in a changing environment.
• High degree of integrity, accountability, consistency, and commitment to honoring business and partner commitments.

Certifications

No certification is required. Relevant partner, technology, sales, marketing, project-management, or alliance certifications are a plus.

GDT IS AN EQUAL OPPORTUNITY EMPLOYER. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, race, color, religion, gender, national origin, age, genetic information, military or veteran status, sex, marital status, gender identity or any other protected Federal, State/Province or Local status unrelated to the performance of the work involved.

Originally posted on Himalayas