Strategic Alliance & Partner Manager at GhobashGroup

  The Strategic Alliance & Partner Manager is responsible for managing and optimizing CNS’s technology partner ecosystem to maximize business value. The role focuses on building strong strategic relationships, structuring joint go-to-market approaches, and enabling sales, pre-sales and business units to effectively leverage partner capabilities. The role supports the development of partner influenced pipeline and ensures CNS maximizes the value of its partnerships, while maintaining clear alignment that Sales teams retain full ownership of pipeline and revenue. DUTIES & RESPONSIBILITIES • Partner Relationship Management: • Conduct a comprehensive mapping and segmentation of all existing partners based on strategic importance and revenue potential. • Build and maintain strong relationships with strategic technology partners (e.g., Cisco, Oracle, Microsoft, Dynatrace, DN, etc.) • Act as the primary point of contact between CNS and partner organizations. • Establish partner governance, and executive management cadence with strategic partners. • Manage partner expectations and resolve issues to ensure long term partnership value. • Joint Go-To-Market & Pipeline Support: • Develop and align joint-go-to market strategies aligned in coordination with Sales and Business Unit. • Support Sales teams across Dubai, Abu Dhabi, and Oman in identifying and positioning partner solutions within client opportunities. • Contribute to the development of partner influenced pipeline by facilitating partner involvement in strategic opportunities. • Coordinate partner participation in bids, proposals, and client engagements. • Act as a bridge between partners and internal teams to accelerate deal readiness and solution positioning. • Partner Program Management: • Manage CNS participation in partner programs (certifications, tier status, competencies) • Ensure compliance with partner program requirements and targets to maintain and improve partner tier levels. • Track and optimize partner rebates, incentives, and funding programs. • Sales & Pre-Sales Enablement: • Enable Sales and Pre-Sales teams on partner solutions and offerings. • Coordinate training, certifications, and technical enablement programs. • Support the development of joint solutions offerings aligned with CNS services portfolio. • Marketing & Ecosystem Development: • Collaborate with Marketing to plan and execute joint marketing activities (e.g., events, campaigns). • Support development of partner focused solution offerings and value propositions. • Represent CNS in partner ecosystem initiatives and events. • Performance Management & Reporting: • Track partner related revenue, pipeline, and performance metrics based on defined KPIs, ensuring alignment with business objectives. • Provide regular updates to leadership on partner performance, risks, and opportunities. • Establish standardized partner dashboards and performance tracking tools. • Continuously assess and optimize the partner ecosystem to maximize business impact. • New Partnership Development: • Proactively research and identify new strategic technology partnerships aligned with CNS priority offerings. • Develop business cases and partnership strategies for new alliances. • Support partnership discussions and negotiations in coordination with Legal, Finance, and Business Units. • Define and implement structured onboarding frameworks for new partners. • Stay informed on market trends and emerging technologies to identify high value partnership opportunities. • Governance and Operating Model: • Ensure consistent partner engagement model across all geographies (Dubai, Abu Dhabi, Oman). • Work closely with all regional sales teams to ensure alignment and effective partner utilization. • Maintain clear separation of responsibilities, ensuring Sales retains ownership of pipeline and revenue, while the role focuses on enablement and partner value maximization.