Partnership Associate Director, Partnership & Alliances

Partnership Associate Director, Partnership & Alliances

SingTel
12-15 years
Not Specified

Job Description


Job Description :

As Associate Director you will manage various aspects of the alliance relationship with NCS's Strategic Partners in APAC, both as a individual contributor as well as being able to lead a team based in several geographies.
The Associate Director will work with a portfolio of partners working in with NCS from the ecosystem include various leading technology OEMs and startups.
The candidate will be an experienced business development /channels professional, knowledgeable of typical partnerships setups, processes, agreements, engagement frameworks, who can help NCS and its partners succeed by having a good appreciation of partners value proposition, organisation, processes, markets, business priorities, and have the ability to sell the benefits of the collaboration to NCS management, sales teams, and all other internal audiences.

Key Responsibilities:
Partnerships Function
  • Sourcing of new partners to onboard based on needs and requirements from the business by leveraging knowledge and networking with the ecosystem
  • Be the owner of the joint NCS-Partner business plan for meeting of each others business goals and growth.
  • Go-To-Market: Orchestrate different resources within the NCS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
  • Single Point of Contact : Be the Go To resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
  • Progress monitoring: Tracking progress , including coordinating the definition and reporting of the KPIs, as well as leading periodic health checks.
  • Process management: Establishing and ensuring smooth operation of the collaboration ground rules, such as the protocol for formal governance meetings and procedures for decision-making, project team meetings, data exchange, and other kinds of interactions.
  • Executive Engagement : Organise and enable all executive engagements including QBRs
  • Drive Sales campaign: Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between the Strategic Partners and the NCS sales/field organizations.
  • Contract Management and Negotiation: Responsible for onboarding, renewing, extending and negotiating agreements related the partnership
  • Responsible for managing partner administration including Partner portal management, deal registration, organising and driving enablement activities in NCS , securing investment for partner strategic customer activities.
  • Be involved in helping resolved and orchestrate critical delivery escalations, payments situations and other process issues associated with the Partner
  • Coach junior partner managers to deliver initiatives with the partner

Key Responsibilities: Leader
  • Serve as a spokesman for NCS , communicating NCS broader strategy and especially partnership strategy and goals
  • Hire ,lead and motivate a team of partner managers ( can be across geographies ) to perform the roles of a partnerships function.
  • Formulate a partnership strategy for a chosen area of business
  • Be able to formulate transformation and innovation initiative for growth of the Partnerships functions in NCS in collaboration with other business leaders in NCS
  • Formulate Business case and drive invest strategies for collaborating with the partners to drive specific growth initiatives.
  • Be able to diagnose and help provide resolution to organisation issues and challenges related to the partner portfolio and formulate win/win resolution strategies.
  • Manage and handle conflicts and escalations involving the partner
  • Formulate and lead organisation transformation and change activities in the partnership areas

The ideal candidate should possess:
  • Bachelor/Masters degree in Engineering, Computer Science and/or Business
  • Between 12 to 15 years experience in Enterprise Sales and/or Channel/ Alliance development in the software/technology industry in a large technology OEM (more than 1000 ), with a proven track record including any official customer testimonial and company recognition
  • Experience engaging and influencing senior executives and strong familiarity with decision making processes in enterprise customers
  • Demonstrated experience working and communicating with multiple stakeholders and cross- functional teams including direct and channel marketing, solution architect teams, and product management and account management teams.
  • Experience building and leading a team of more than 5 with formal reporting responsibility.
  • Understanding of key IT technology including Devops, Cloud architecture and infrastructure, and keen interest in all things tech.
  • Good presentation skills, exceptional communicator with the ability to articulate complex concepts to cross-functional audiences
  • Attention-to-detail with the ability to set clear priorities in a fast paced, dynamic work environment
  • Inquisitive will always ask questions to see the big picture or get a handle on the details
  • In addition to managerial skills, also able to excel both a s team player, as well as an individual contributor.

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