Strategic Alliance Manager

Job Title: Strategic Alliance ManagerPosition Overview: The APAC Strategic Alliance Manager plays a strategic and operational role in executing global partner strategies across regional markets. This hybrid role focuses on aligning market access initiatives with business development goals, activating strategic partner programs, and driving co-sell opportunities to accelerate growth. The incumbent will drive the execution of global partner plans for our most strategic alliances in the Cloud and Cyber space. Working closely with both global and Asia Pacific stakeholders, this individual ensures integrated go-to-market execution through direct sales, distribution, system integrator (SI), and OEM partner channels. Key Responsibilities: 

• Strategic Business Development:
  • Align with global strategy teams to localize and implement partner-led business development plans.
  • Prioritize and activate partners using regional insights (BSRs) to drive market access and penetration.
  • Execute multi-channel go-to-market strategies in collaboration with field sales and marketing.
• Partner Relationship Management:
  • Build and manage trusted relationships with key partners such as Cisco and Microsoft at the executive level across assigned regions.
  • Present joint value propositions to customers with partners and internal sales teams to advance co-sell opportunities.
  • Represent us at partner events, trade shows, and executive briefings.
• Program Activation & Execution:
  • Coordinate execution of prioritised partner programs across global and regional teams.
  • Identify regional needs and advocate for program adjustments to meet local execution requirements.
  • Drive scalability of successful programs to new geographies or partner types.
• Internal Coordination & Communication:
  • Facilitate regular interlock meetings between global and regional teams to review progress and align objectives.
  • Lead regional cadence calls to share updates, challenges, and best practices.
  • Communicate program milestones, updates, and results across stakeholders.
• Goal Setting & Performance Management:
  • Define and negotiate KPIs with regional teams to support market access goals (reach, frequency, yield).
  • Track and report performance against goals; use insights to drive continuous improvement.
  • Influence revenue pipeline through joint customer engagements and partner enablement.
• Enablement & Resource Optimization:
  • Identify and close enablement gaps across partner teams to ensure effective execution.
  • Coordinate with regional leadership to allocate necessary resources (budget, headcount, tools).
  • Proactively address potential execution risks or resource limitations.
• Continuous Improvement & Innovation:
  • Foster a feedback culture to iterate and improve partner activation processes.
  • Implement innovative approaches and best practices to enhance program efficiency and market impact.
  • Support change management and cross-functional teams.

 Essential Skills and Qualifications: 

• Bachelor's degree in business, Marketing, Engineering, or a related field.
• 10+ years of experience in business development, market access, or partner program management in a matrixed global organization.
• Proven ability to manage strategic alliances and partner ecosystems.
• Knowledge of Cisco or the networking and Cyber business.
• Background in working with large hyperscalers such as Microsoft and AWS.
• Experience establishing communication and engagement with prospects.
• Demonstrated experience managing complex partner programs across multiple markets.
• Manage change and work with organisational boundaries with diverse teams.
• Excellent presentation, partner management, and relationship-building skills.

 What We Offer: 

Comprehensive mindfulness programs with a premium membership to Calm.

Volunteer Paid Time off available after 6 months of employment for eligible employees.

Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.

Employee Assistance Program.

Personalized wellbeing programs through our OnTrack program.

On-demand digital course library for professional development.

And other local benefits.

We are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.

Our policy aligns that employees are expected to work at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.

---