Description:
The primary responsibilities of the Alliances Manager:
- Work closely with the Senior Manager Strategic Alliances to define and implement partner plans and monitor progress and record results
- Develop and strengthen working relationships and trusted advisor status with key partners
- Handle medium to large-scale partnerships and ecosystem development for opportunities and projects, such as smart cities
- Refer leads of Senior Manager Strategic Alliances to qualify and maximize benefits
- Understand partners’ challenges and business opportunities for MEEZA
- Executes and optimizes Partners’ Development Roadmap Strategies
- Execute MEEZA’s partnering strategy and be held accountable for increasing the utilization rate of jointly developed programs
- Understand and learn about Alliance partner’s objectives and develop or leverage mutually beneficial channel programs
- Handle and own assigned tasks in relation to strategic alliances function which is not limited to requests analysis, scope pricing, escalations, BoQ & terms reviews, and enhancements, suggesting multiple options for solution optimization, price reductions, and value creation, handover to design and PMO, partner qualifications, and agreements finalization.
- Support in escalation of unresolved issues from partners for quick resolution across all MEEZA departments
- Handling partner’s escalations related to finance and PMO
- Support internal teams in choosing the right technology partner from a commercial perspective for introducing new services or enhancing/expanding MEEZA service portfolio
- Supporting Commercial and Project Management teams in meeting revenue recognition targets through interventions with partners
- Design / Compile teaming agreements that fit for purpose
- Generate savings for enhancing the bottom line on awarded opportunities
- Partners’ contracts reviews and optimization (new and renewal of contracts)
- Communicate proactively and articulate to management channel and market/client updates.
- Help identify core partner conflict and opportunity issues and put together next-step recommendations for how to move forward
- Participate in Steering Committees or QBRs and minuting the meetings for future actions
- Understand and learn about partner’s channel or marketing programs and leverage in MEEZA
Knowledge, Skills & Experience:
Knowledge and Skills:
- Understand & have the ability to articulate channel segmentation and the value they bring to the sales process.
- Previous experience creating and launching a channel program is valued.
- 10+ years of relevant industry experience, preferably for a technology company.
- Ability to understand complex discounting and pricing structures.
- Works well in a matrix environment with both sales and non-sales departments.
- Must have the ability to work effectively in a fast-changing, fast-paced, and demanding environment.
- Ability to influence and strong negotiation skills in getting buy-in from multiple stakeholders.
- Handled large-scale partnerships and ecosystem development projects, such as smart cities.
Education:
- BS degree or higher required with academic excellence, preferably in Business, Marketing or Economics