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Make an impact with NTT DATA

Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

In this role you will:

+ **Alliance Strategy & Growth**

+ Drive the creation of incremental value through alliances, increasing long-term revenue and market expansion.

+ Identify and pursue new business opportunities with partners, leveraging market trends, client needs, and partner capabilities.

+ Collaborate with Sales, Marketing, Product, and Operations to align alliance activities with GTM strategies, including joint campaigns, integrations, and pipeline acceleration.

+ **Program & Operations Leadership**

+ Design, manage, and scale strategic alliance programs and partner events.

+ Lead the Alliance Operations Specialist team, driving process improvements and operational excellence.

+ Implement and manage centralized partner performance dashboards and KPI tracking.

+ Ensure effective governance frameworks, legal/financial compliance, and risk mitigation across partnerships.

+ **Partner Lifecycle Management**

+ Oversee OEM onboarding, certification, and enablement processes.

+ Build and maintain strong relationships with partners, ensuring performance, satisfaction, and alignment with joint business plans.

+ Lead joint working teams, steering committees, and governance structures to deliver on milestones and partnership commitments.

+ **Revenue Operations & Analytics**

+ Partner with Sales and RevOps to forecast, measure, and analyze revenue from alliance-driven opportunities.

+ Ensure accurate reporting on pipeline, rebates, incentives, and overall alliance financial performance.

+ Provide insights and recommendations for continuous improvement in alliance execution and revenue capture.

+ **Leadership & Enablement**

+ Manage Alliance Specialist team while driving measurable results within covered OEMs.

+ Coach and develop the partner alliances team to align with organizational priorities and accelerate performance.

+ Act as a strategic advisor, delivering training and enablement to close skill gaps and improve execution.

+ Define and enforce partner alliance policies, standards, and guidelines.

Qualifications

+ 10+ years of experience in alliance management, partner programs, business development, or revenue operations within technology.

+ Proven track record in building, managing, and scaling strategic partnerships that drive measurable revenue outcomes.

+ Strong leadership experience managing cross-functional teams and influencing senior stakeholders.

+ Expertise in partner program design, governance, revenue operations, and analytics.

+ Proficiency in CRM (Salesforce preferred) and BI/reporting tools (Tableau, Power BI).

+ Bachelor’s degree required; MBA preferred.

Success Indicators

+ Sustained growth in joint revenue and pipeline contribution from strategic alliances.

+ High partner engagement and satisfaction with onboarding, enablement, and ongoing collaboration.

+ Measurable OEM incentive capture, rebate capture, and operational efficiencies in alliance execution and reporting.

+ Increased collection of partner rebates and incentives across the portfolio.

+ Consistent delivery of insights, metrics, and outcomes that improve decision-making and accelerate alliance value.

Your day at NTT DATA

The Director, Partner/Vendor Alliances is a leadership role, responsible for supporting the development and management of strategic 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 leadership 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.

Through effective management of a team of partner alliances specialists, 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.

This role is perfect for you if you:

+ Drives the creation of incremental value for the organization, increasing long term revenue within assigned partnerships.

+ Drives all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners.

+ Forms and leads implementation teams while working across multiple areas with key stakeholders to meet milestones and deliverables according to the partnership agreement.

+ Drives the governance structure of the partnership relationship.

+ Builds and maintains strong relationships with partners, including managing partner performance, addressing any issues or concerns, and ensuring effective collaboration to achieve mutual goals.

+ Identifies and pursues new business opportunities through partner alliances, including identifying market trends, assessing client needs, and leveraging partner capabilities to create innovative solutions and services.

+ Tracks and measures the performance of partner alliances against established KPs and targets, including analyzing data, identifying areas for improvement, and implementing correctives actions as needed.

+ Collaborates with cross functional business stakeholder (for example, Sales, Marketing, Product Development, Operations etc.) to align partner alliance activities with overall business strategies including coordinating joint marketing campaigns, product integrations, and go-to-market strategies.

+ Oversees the coaching of the senior alliance management team to ensure alignment to current business drivers, organizational initiatives and senior programs.

+ Identifies and mitigates potential risks associated with partner alliances, including conducting due diligence, monitoring compliance with legal and regulatory requirements, and implementing risk mitigation strategies.

+ Defines and ensures the implementation of partner alliances policies, standards, and guidelines.

+ Acts as a strategic partner to partner alliances leadership and teams by delivering consistent and valuable training and coaching interventions that enable continuous improvement and revenue growth whilst closing skills gaps.

+ Ensures that relevant processes and tools are implemented to support the adoption and benefit of partner programs.

To thrive in this role, you need to have:

+ Ability to think strategically to identify market trends, assess competitive landscapes and evaluating partnership opportunities.

+ Significant relationship-building and collaboration ability enabling the establishment and enablement of strategic partnerships with external partners.

+ Significant ability to foster trust and manage partner relationships to achieve mutual goals.

+ Significant understanding of business development principles and ability to identify and pursue new.

+ Significant ability to lead and inspire immediate team as well as cross functional teams and influence stakeholders at all levels within the organization.

+ Excellent communication skills to articulate complex ideas in a clear and concise manner.

+ Significant negotiation and contract management skills to secure favorable terms and conditions in partnership agreements and contracts.

+ Significant analytical ability to assess partnership opportunities, evaluate partner performance and make data-driven decisions.

+ Significant proficiency using data analysis and reporting tools.

+ Significant 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.

+ Established network of contacts within the technology industry, including potential partners and industry influencers.

+ Bachelor's degree or equivalent in business, computer science, or information technology or a related field.

+ Significant experience in a similar leadership role, preferably gained within a global technology organization.

+ Significant track record of success in building and managing strategic partner alliances.

+ Significant experience operationally managing a partner/vendor alliances team.

+ Significant go-to-market experience and driving business growth.

+ Significant experience in partner alliances management, business development and strategic alliances.

+ Significant experience gained within a global technology organization.

Workplace type** **:

Remote Working

About NTT DATA

NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer

NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.

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