Alliance Director - Strategic Growth Partners
The Alliance Director – Strategic Growth Partners is a senior, revenue-carrying leadership role responsible for owning the end-to-end commercial performance of a portfolio of ZainTECH’s most important strategic technology partners.
This role is accountable for transforming partners such as Dell, Cisco, Fortinet, Nutanix, Red Hat, Oracle, Huawei, and ServiceNow into scalable, high-margin, partner-led growth engines. The Alliance Director owns the number — from joint strategy and pipeline creation through deal execution, revenue realization, and long-term expansion.
Success in this role requires combining strategic partner leadership with relentless execution, mobilizing Sales, SSPs, Product, Marketing, and Delivery to convert partner momentum into measurable revenue outcomes.
Responsibilities:
Revenue Ownership & Commercial Accountability
- Own the end-to-end revenue target for assigned strategic partners, including pipeline creation, deal conversion, and billed revenue.
- Be accountable for translating partner pipeline into closed and realized revenue, proactively addressing execution gaps across sales, delivery, and partner engagement.
- Where performance issues exist (weak pipeline, low win rates, delivery constraints, limited seller focus), drive corrective actions by mobilizing Sales leadership, SSPs, Enablement, Product, and Delivery teams.
- Act as the single point of accountability for partner business performance — strategy, execution, and outcomes.
Strategic Partner Leadership
- Develop and execute multi-year regional partner strategies and joint business plans aligned to ZainTECH’s growth priorities.
- Shift partner engagement from country-by-country transactional reselling to regional, solution-led growth models that leverage ZainTECH’s scale and influence.
- Expand partner impact by unlocking new solution areas, services-led plays, and geographic expansion across the region.
- Position partners not as “box movers,” but as strategic platforms within ZainTECH’s transformation, cloud, security, and AI agenda.
Pipeline Development & GTM Execution
- Work closely with Sales leadership, Account Managers, and SSPs to build and maintain a strong, high-quality pipeline for assigned partners.
- Ensure sellers are enabled, focused, and incentivized to prioritize strategic partner plays.
- Drive partner-led GTM motions that increase win rates, shorten sales cycles, and improve deal size and margin.
- Coordinate partner-funded initiatives (MDF, campaigns, programs) in alignment with broader sales and GTM priorities.
Services & Margin Expansion
- Drive the attachment of professional services and managed services to partner deals to improve margin and revenue quality.
- Work closely with Product and Delivery leadership to ensure partner offerings are properly packaged, priced, and delivered at scale.
- Identify gaps in delivery capability or readiness and ensure corrective actions are taken to protect revenue realization.
Cross-Functional Execution & Influence
- Operate as a senior cross-functional leader working closely with:
- Chief Revenue Officer (sales execution and pipeline conversion)
- Chief Technology & Delivery leadership (presales and delivery readiness)
- Product & Marketing leadership (offerings, packaging, GTM alignment)
- Carry the mandate to challenge, escalate, and realign internal teams where execution gaps threaten revenue delivery.
- Ensure partner commitments made externally are executable internally.
Success Measures
- Achievement of annual revenue targets for assigned strategic partners.
- Growth in partner-sourced and partner-influenced revenue.
- Conversion of pipeline into billed and recognized revenue.
- Improved margin and services attach rates.
- Expansion of partner footprint across regions and solution areas.
- Strength and quality of executive relationships with strategic partners.
Requirements
- 12+ years in alliances, partner sales, partner management or strategic sales roles
- Proven experience owning revenue targets through partners, not just managing relationships.
- Track record of scaling partner businesses beyond transactional reselling into solution- and services-led growth.
- Experience working in complex, matrixed organizations with multiple senior stakeholders.
- Strong commercial acumen with a “own the number” mindset.
- Ability to influence without direct authority across Sales, Product, and Delivery.
- Comfortable operating at both executive and field level.
- Structured, disciplined, and outcome-oriented.
- Resilient, direct, and willing to challenge constructively to deliver results.