Senior Director, Partner/Vendor Alliances - Microsoft

Role Overview

Senior Director, Partner/Vendor Alliances at NTT DATA. This is a leadership role responsible for supporting the development and management of strategic partnerships with external organizations to drive business growth, improve client experiences, and enhance the organization's competitive position through collaborative alliances.

Company Overview

NTT DATA is a $30+ billion business and technology services leader serving 75% of the Fortune Global 100. The organization is committed to accelerating client success and positively impacting society through responsible innovation. NTT DATA is one of the world's leading AI and digital infrastructure providers with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. A Global Top Employer with experts in more than 70 countries, NTT DATA offers clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

Role Purpose

The Senior Director, Partner/Vendor Alliances leads the development of comprehensive partner alliances strategies aligned with organizational goals and objectives. Through effective management of a team of partner alliances specialists, the role drives strategic growth, maintains certification and enablement standards, and develops joint investment opportunities to strengthen partnerships.

Key Responsibilities

Strategy & Development

• Support the development of a comprehensive partner alliances strategy aligned with organizational goals and objectives, including identifying potential partners, evaluating partnership opportunities, and defining partnership models.
• Identify and pursue new business opportunities through partner alliances, including identifying market trends, assessing client needs, and leveraging partner capabilities to create innovative solutions and services.
• Provide direction and control strategic programs and contribute to the execution of executive engagements.
• Act as a change agent, providing advice, guidance, and support to drive the adoption and entrenchment of best-practice approaches to partner alliances management.

Relationship & Partner Management

• Build and maintain strong relationships with strategic partners, including managing partner performance, addressing any issues or concerns, and ensuring effective collaboration to achieve mutual goals.
• Lead the negotiation and execution of partnership agreements and contracts, including ensuring favorable terms and conditions for the organization while maintaining a win-win outcome for both parties.
• Foster trust and manage partner relationships to achieve mutual goals.

Team Leadership & Development

• Lead and inspire the immediate partner alliances team as well as cross functional teams and influence stakeholders at all levels within the organization.
• Oversee the coaching of the senior alliance management team to ensure alignment to current business drivers, organizational initiatives and senior programs.
• Act 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.
• Work with sales and technical teams to ensure certification and enablement standards are maintained.

Performance & Analysis

• Track and measure the performance of partner alliances against established KPIs and targets, including analyzing data, identifying areas for improvement, and implementing corrective actions as needed.
• Analyze partnership opportunities, evaluate partner performance and make data-driven decisions, including the ability to analyze market data and financial and other reports.

Cross-Functional Collaboration

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

Risk & Compliance

• Identify and mitigate potential risks associated with partner alliances, including conducting due diligence, monitoring compliance with legal and regulatory requirements, and implementing risk mitigation strategies.
• Define and ensure the implementation of partner alliances policies, standards, and guidelines.

External Representation

• Represent the organization in industry forums, conferences, and events to build brand awareness, establish thought leadership and identify potential partnership opportunities.

Qualifications & Experience

• Bachelor's degree or equivalent in business, computer science, information technology, or a related field.
• Significantly vast experience in a similar senior or leadership role, preferably gained within a global technology organization.
• Significantly vast track record of success in building and managing strategic partner alliances.
• Significantly vast experience operationally managing a partner or vendor alliances team.
• Significantly vast go-to-market experience and driving business growth.
• Significantly vast experience in partner alliances management, business development and strategic alliances.

Skills & Competencies

• Significantly vast strategic thinking ability to develop and execute a comprehensive partner alliances strategy aligned with organizational goals and objectives.
• Significantly vast relationship-building and collaboration ability enabling the establishment and enablement of strategic partnerships with external partners.
• Significantly vast negotiation and contract management skills to secure favorable terms and conditions in partnership agreements and contracts.
• Significantly vast analytical ability to assess partnership opportunities and evaluate partner performance.
• Excellent communication skills to articulate complex ideas in a clear and concise manner.
• Significantly vast understanding of the technology industry, including latest trends, emerging technologies and competitive landscapes.
• Significantly vast ability to navigate and thrive in a rapidly changing business environment.

Additional Information

• Workplace type: Hybrid Working.
• NTT DATA is an Equal Opportunity Employer with a global culture that embraces diversity and inclusion. The organization is committed to providing an environment free of unfair discrimination and harassment and does not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category.