Alliance Partnership Manager

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At Singtel, we believe in the strength of a vibrant, diverse and inclusive workforce where backgrounds, perspectives and life experiences of our people help us innovate and create strong connections with our customers. We strive to ensure all our people practices are non-discriminatory and provide a fair, performance-based work culture that is diverse, inclusive and collaborative.

Join us and experience what it’s like to be with an Employer of Choice*. Together, let’s create a brighter digital future for all. *Awarded at the HR Fest Awards 2020.

Build and manage strategic alliances

• Own and develop a portfolio of network and cybersecurity technology partners, with clear engagement priorities and joint business plans.
• Build strong relationships with partner executives, sales leaders, channel teams and technical stakeholders to secure commitment and alignment.
• Identify new strategic partners and system integrators that extend Singtel's capabilities, market reach and ability to address customer requirements.

Create opportunities and new growth revenue

• Develop joint go-to-market plans with OEMs and system integrators around priority solutions, target industries, named accounts and emerging customer needs.
• Work closely with Sales and Account Managers to identify whitespace, map partner opportunities and convert partner intelligence into qualified pursuits.
• Create repeatable solution plays that combine Singtel connectivity, managed network and cybersecurity services with partner technologies and SI integration capabilities.
• Drive opportunities from account mapping and customer engagement through solutioning, proposal development, commercial alignment and closure support.

Develop the system integrator ecosystem

• Build relationships with local and regional system integrators that provide complementary consulting, implementation, application and vertical expertise.
• Develop practical teaming models for complex customer opportunities, including clear roles, customer ownership, delivery responsibilities and commercial arrangements.
• Use SI partnerships to open new routes to market and support larger, multi-domain transformation opportunities.

Lead commercial and contractual partnership readiness

• Coordinate and drive partnership agreements required for execution, including Non-Disclosure Agreements (NDAs), Master Services Agreements (MSAs), reseller agreements, teaming agreements, Statements of Work and other relevant commercial frameworks.
• Work with Legal, Procurement, Finance, Compliance and internal stakeholders to progress agreement review, negotiation, approval and signing.
• Ensure commercial terms, responsibilities, support models and governance are clearly defined before joint customer execution.
• Manage partner-related commercial or contractual escalations that may affect opportunity progress or customer delivery.

Drive partner governance and execution

• Lead regular business reviews with strategic partners to align priorities, pipeline, joint investments, capability development and key actions.
• Orchestrate execution across Sales, Presales, Product, Engineering, Marketing and Delivery teams to translate partnership plans into market outcomes.
• Secure partner resources such as solution specialists, executive sponsors, marketing support, POC funding, rebates and market development funds where relevant.

Shape new solutions and market plays

• Stay current on developments across enterprise networking, SASE/SSE, Zero Trust, cloud and network security, AI security and managed services.
• Work with Product and technical teams to assess new partner capabilities and turn them into scalable, supportable customer propositions.
• Initiate customer workshops, solution showcases, pilots and lighthouse opportunities to validate demand and accelerate commercialisation.

What you bring

• Bachelor's degree in Business, Marketing, Computer Science, Information Technology, Engineering or a related discipline.
• Minimum 5-8 years of relevant experience in alliances, partner management, business development, channel sales or enterprise technology sales.
• Experience managing or working with technology OEMs in networking and/or cybersecurity; exposure across both domains is strongly preferred.
• Good understanding of enterprise networking, managed services and cybersecurity solution areas, and how solutions are brought to market through partner ecosystems.
• Experience working with system integrators, distributors, technology vendors and cross-functional internal teams to originate and progress enterprise opportunities.
• Demonstrated ability to