Alliance Manager

NTT Ltd.

1d•Remote

About The Position

The Alliance Manager is a highly skilled subject matter expert, responsible for supporting the development and management of partnerships with external organizations. The primary objective of this role is to drive business growth, improve client experiences, and enhance the organization's competitive position through collaborative alliances. This role owns and manages the partnership lifecycle, including the formation and management of the implementation team, creation of joint working teams and governance structures, maintenance and growth of strategic alignment, overall partnership well-being, and expansion of transformative business opportunities. This role has the primary responsibility to work with sales and technical teams to ensure certification and enablement standards are maintained and to develop joint investment opportunities to grow the partnerships strategically aligned to organizational goals and objectives. In this role you will: Alliance Strategy & Revenue Growth Own and execute the alliance strategy for assigned OEM partners, aligned to Infrastructure Solutions growth priorities Drive joint GTM motions, including campaigns, account targeting (e.g., Super 60 / broader segments), and pipeline acceleration Ensure alignment to 3-2-1 pipeline expectations (3X pipeline, 2X qualified, 1X commit) through partner engagement Pipeline, GP & Marketplace Execution Partner with Sales, RevOps, and Finance to drive partner-influenced pipeline, services attach, and gross profit contribution Embed NTT DATA services (TS/SDI/CXP) into partner-led opportunities, with a focus on services-led, lifecycle-based solutions Lead and support cloud marketplace motions (AWS, Azure, GCP) as a primary transaction and growth lever Support growth in AI and next-generation infrastructure solutions through collaboration with multiple strategic OEM partners across the ecosystem Partnership Lifecycle & Governance Manage the full partnership lifecycle, from onboarding and program alignment to execution and growth Establish and maintain joint governance models, including executive cadence, scorecards, and performance tracking Drive deal registration, incentive capture, and MOU execution to maximize partner economics Field Alignment & Enablement Align closely with Sales and technical teams to ensure certification, enablement, and readiness for priority partner solutions Develop and deliver partner enablement assets (playbooks, use cases, battlecards) to support field execution Facilitate joint account planning and mapping workshops to accelerate near-term opportunities Partner Ecosystem Expansion & Investment Identify and onboard new partners aligned to strategic growth areas (e.g., AI, security, cloud, data center) Develop and execute joint investment strategies (MDF, co-sell motions, marketplace incentives) Ensure partnerships are aligned to long-term strategic objectives and measurable business outcomes Success Profile Demonstrated ability to operate at the intersection of alliances, sales, and strategy Strong understanding of OEM ecosystems, partner economics, and marketplace models Proven track record of driving pipeline, revenue, and GP through partnerships Ability to influence across cross-functional teams and executive stakeholders Operates with a high level of ownership, accountability, and execution discipline Summary This role is not traditional partner management—it is a strategic growth role, responsible for transforming alliances into a scalable, measurable, and repeatable revenue engine for Infrastructure Solutions. You are perfect for this role if you: Supports with execution of a comprehensive partner alliances strategy aligned with organizational objectives. Supports with identifying and prioritizing potential partnership opportunities that drives business growth. Builds and maintains strong relationships with partners and business stakeholders. Collaborate with partners to define joint value propositions, establish mutually beneficial business models and drive successful go-to-market strategies. Acts as a main point of contact for partners, fostering ongoing communication and resolving any issues that may arise. Identifies and pursues new business opportunities through partnership alliances. Leads the identification, evaluation, and onboarding of new partners. Manages and monitors partnership agreements, ensuring compliance and managing any necessary modifications or renewals. Works closely with internal teams such as sales, marketing, product management, and engineering to ensure alignment and maximize the value of partnership initiatives. Manages all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners. Administers the governance structure of the partnership relationship. Regularly measures performance success for partners, providing insights and recommendations for improvement. Stays up to date with industry trends, emerging technologies and competitive landscapes. Contributes to the development and improvement of processes related to the alliance management function. Performs any other related task as required.

Requirements

Extended ability to foster trust and manage partner relationships to achieve mutual goals.
Extended understanding of business development principles and ability to identify and pursue new.
Excellent communication skills to effectively collaborate with partners.
Extended ability to influence internal and external stakeholders to drive successful partnerships.
Ability to articulate complex ideas and concepts clearly and concisely.
Ability to identify market trends, assess competitive landscapes and evaluating partnership opportunities.
Extended analytical ability to assess partnership opportunities, evaluate partner performance and make data-driven decisions.
Extended proficiency using data analysis and reporting tools.
Extended ability to adapt to a rapidly changing business environment, embrace new technologies, and navigate complex partnerships.
Flexibility, agility and a growth mindset are valuable traits.
Ability to network effectively coupled with the ability to build and maintain relationships with key stakeholders within the industry.
Bachelor's degree or equivalent in business, computer science, or information technology or a related field.
Extended experience in a similar role, preferably gained within a global technology organization.
Extended track record of success in building and managing partner alliances.
Extended go-to-market experience and driving business growth.
Extended experience in partner alliances management, business development and strategic alliances.
Extended experience gained within a global technology organization.

Responsibilities

Supports with execution of a comprehensive partner alliances strategy aligned with organizational objectives.
Supports with identifying and prioritizing potential partnership opportunities that drives business growth.
Builds and maintains strong relationships with partners and business stakeholders.
Collaborate with partners to define joint value propositions, establish mutually beneficial business models and drive successful go-to-market strategies.
Acts as a main point of contact for partners, fostering ongoing communication and resolving any issues that may arise.
Identifies and pursues new business opportunities through partnership alliances.
Leads the identification, evaluation, and onboarding of new partners.
Manages and monitors partnership agreements, ensuring compliance and managing any necessary modifications or renewals.
Works closely with internal teams such as sales, marketing, product management, and engineering to ensure alignment and maximize the value of partnership initiatives.
Manages all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners.
Administers the governance structure of the partnership relationship.
Regularly measures performance success for partners, providing insights and recommendations for improvement.
Stays up to date with industry trends, emerging technologies and competitive landscapes.
Contributes to the development and improvement of processes related to the alliance management function.
Performs any other related task as required.