Director - Solutions & Partnerships Job Description Role Overview

The Director of Partnerships will be responsible for developing and executing a cohesive partnership strategy that aligns with our corporate objectives. This role will ensure that our relationship ecosystem—inclusive of niche solution providers, industry-focused software vendors, and hyperscaler cloud providers—is managed effectively to maximize joint business growth, client impact, and innovation. The ideal candidate will be a strategic thinker with a strong track record in forging high-value alliances, demonstrating operational rigor, and fostering collaborative business models that produce tangible revenue and margin contribution.

Key Responsibilities

Strategic Partnership Development:

Identify, evaluate, and secure new strategic partnerships with niche and industry-specialized technology companies, as well as leading hyperscalers (e.g., AWS, Microsoft Azure, Google Cloud). Prioritize partners based on business goals and craft a long-term partnership roadmap, ensuring alignment with our corporate growth objectives, industry trends, and client needs. Negotiate partnership terms, framework agreements, and joint go-to-market strategies.

Relationship Management & Governance:

Serve as the primary liaison for all partner relationships, ensuring ongoing alignment, active communication, and mutual success. Establish and lead formal governance structures, including quarterly business reviews, executive sponsor engagement, and escalation protocols. Monitor partner performance against agreed-upon KPIs (revenue targets, solution adoption rates, customer satisfaction metrics) and drive corrective action where necessary.

Go-to-Market & Sales Enablement:

Collaborate closely with Sales, Marketing, Delivery, and Solutions Engineering teams to develop joint value propositions, market-facing offerings, and integrated solutions with partners. Enable the sales organization with partner-specific training, playbooks, and co-marketing initiatives. Support global and regional sales teams in identifying, qualifying, and closing partner-influenced deals.

Innovation & Thought Leadership:

Continuously scan the market for emerging technologies, niche startups, and innovative platforms that can enhance our competitive advantage. Work with functional leadership teams to influence our solution roadmap based on partner capabilities and market opportunities. Represent the company at industry events, conferences, and forums, articulating our partnership strategy and outcomes.

Operational Excellence & Compliance:

Implement standardized processes, tools, and templates for partner onboarding, enablement, and performance tracking. Ensure all partnership activities adhere to corporate standards, legal requirements, and compliance guidelines. Manage partnership budgets, forecast partner-related revenues, and produce regular executive-level reports on partnership ROI.

Key Skills and Qualifications

Bachelor’s degree in Business, Technology, or related field(or) 10+ years of experience in partnerships, alliance management, business development, or a related function within the technology or consulting industry. In-depth understanding of global IT services, systems integration, and digital transformation landscapes. Familiarity with hyperscaler ecosystems (AWS, Azure, GCP) and industry-specific platform providers. Experience working with enterprise clients across multiple verticals, demonstrating an ability to align technology partnerships with sector-specific business outcomes. Proven track record in negotiating, structuring, and executing complex partnership agreements that drive measurable business growth. Strong analytical skills with the ability to assess partner performance, market potential, and ROI. Demonstrated capability to bridge strategic and operational priorities, ensuring that partner strategies translate into tangible business results. Exceptional relationship-building and communication skills, capable of influencing C-level stakeholders both internally and externally. Ability to lead cross-functional teams and foster a culture of collaboration, transparency, and shared success. Entrepreneurial mindset, comfortable navigating ambiguity, and able to pivot strategies as market conditions evolve. Strong project management capabilities, with experience driving initiatives to completion in a global, matrixed environment. Demonstrated track record of meeting or exceeding revenue targets, expanding partner portfolios, and improving partnership productivity. High attention to detail, follow-through, and accountability for results.