Associate Director, Partnerships and Alliances

Associate Director, Partnerships and Alliances
NCS is a leading technology services firm that operates across the Asia Pacific region in over 20 cities, providing consulting, digital services, technology solutions, and more. We believe in harnessing the power of technology to achieve extraordinary things, creating lasting value and impact for our communities, partners, and people. Our diverse workforce of 13,000 has delivered large-scale, mission-critical, and multi-platform projects for governments and enterprises in Singapore and the APAC region.
As Associate Director you will manage various aspects of the alliance relationship with NCS’s Strategic Partners in APAC, both as an individual contributor as well as being able to lead a team based in several geographies.
The Associate Director will work with a portfolio of partners working in with NCS from the ecosystem include various leading technology OEMs and startups.
The candidate will be an experienced business development / channels professional, knowledgeable of typical partnerships setups, processes, agreements, engagement frameworks, who can help NCS and its partners succeed by having a good appreciation of partners value proposition, organisation, processes, markets, business priorities, and have the ability to sell the benefits of the collaboration to NCS management, sales teams, and all other internal audiences.
What will you do?
Partnerships Function
Sourcing of new partners to onboard based on needs and requirements from the business by leveraging knowledge and networking with the ecosystem
Be the owner of the joint NCS-Partner business plan for meeting of each others business goals and growth.
Go-To-Market: Orchestrate different resources within the NCS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
Single Point of Contact: Be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
Progress monitoring: Tracking progress, including coordinating the definition and reporting of the KPIs, as well as leading periodic health checks.
Process management: Establishing and ensuring smooth operation of the collaboration ground rules, such as the protocol for formal governance meetings and procedures for decision-making, project team meetings, data exchange, and other kinds of interactions.
Executive Engagement: Organise and enable all executive engagements including QBRs
Drive Sales campaign: Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between the Strategic Partners and the NCS sales/field organizations.
Contract Management and Negotiation: Responsible for onboarding, renewing, extending and negotiating agreements related the partnership
Responsible for managing partner administration including Partner portal management, deal registration, organising and driving enablement activities in NCS, securing investment for partner strategic customer activities.
Be involved in helping resolve and orchestrate critical delivery escalations, payments situations and other process issues associated with the Partner
Coach junior partner managers to deliver initiatives with the partner
Leader
Serve as a spokesman for NCS, communicating NCS broader strategy and especially partnership strategy and goals
Hire, lead and motivate a team of partner managers (can be across geographies) to perform the roles of a partnerships function.
Formulate a partnership strategy for a chosen area of business
Be able to formulate transformation and innovation initiative for growth of the Partnerships functions in NCS in collaboration with other business leaders in NCS
Formulate Business case and drive invest strategies for collaborating with the partners to drive specific growth initiatives.
Be able to diagnose and help provide resolution to organisation issues and challenges related to the partner portfolio and formulate win/win resolution strategies.
Manage and handle conflicts and escalations involving the partner
Formulate and lead organisation transformation and change activities in the partnership areas
Key Performance Measures:
NCS Services Growth as attached to the Partner portfolio.
NCS business and Sales growth from Partner sourced leads
Rebates and Incentives achieved with partner through attaining joint goals
Lead Generation achieved from joint NCS and Partner Marketing events.
Define and achieve sales, logos and revenue growth target
Define and achieve milestones/progress of joint initiatives including joint innovation/service creation
Employee Satisfaction score, Partner Satisfaction Scores.
The ideal candidate should possess:
Between 12 to 15 years experience in Enterprise Sales and/or Channel/ Alliance development in the software/technology industry in a large technology OEM (more than 1000), with a proven track record including any official customer testimonial and company recognition
Experience engaging and influencing senior executives and strong familiarity with decision making processes in enterprise customers
Demonstrated experience working and communicating with multiple stakeholders and cross- functional teams including direct and channel marketing, solution architect teams, and product management and