Senior Manager - Alliances and Partnerships (CPX)

Overview:

About the Role

The Senior Manager – Partnerships & Alliances is responsible for activating, scaling, and monetising CPX’s strategic partner ecosystem to drive measurable revenue, pipeline, and market differentiation.

This is a commercial execution role, not a vendor-management position. The role owns the day-to-day performance of priority partners—translating alliances into qualified opportunities, co-sell motions, joint pursuits, and closed revenue—in close alignment with Sector Leads, Account Managers, Solution Sales Specialists, and Pre-Sales.

The Senior Manager operates as the bridge between partners and sales execution, ensuring partner engagement is purposeful, well-governed, and tied to clear commercial outcomes.

Responsibilities:

Partner Strategy & Portfolio Management

• Own and manage a defined portfolio of strategic and priority partners (e.g. hyperscalers, OEMs, cybersecurity vendors, ecosystem partners).
• Translate CPX’s commercial strategy into partner-specific GTM plans, aligned with sector priorities and solution plays.
• Rationalise partner engagement—focusing time and investment on partners that deliver pipeline, revenue, and strategic value.
• Act as the internal single point of accountability for assigned partners.

Revenue, Pipeline & Co‑Sell Execution

• Drive partner-sourced and partner-influenced pipeline, working directly with Sector Leads and Account Managers.
• Support opportunity shaping, joint account planning, and co-sell execution across key accounts.
• Ensure partner opportunities are qualified, governed, and progressed in line with CPX sales discipline.
• Track and report partner performance metrics (pipeline, revenue, win-rate, attach rate).

Sales & Account Team Enablement

• Actively support sales teams in positioning partner solutions and value propositions.
• Enable sellers through partner briefings, solution narratives, and playbooks.
• Ensure clarity on who engages when—avoiding overlap, confusion, or unproductive partner activity.
• Work closely with Solution Sales Specialists and Pre-Sales to align partner capabilities to client needs.

Joint Go‑To‑Market & Programs

• Execute joint GTM initiatives (campaigns, events, account-based plays) with priority partners.
• Coordinate partner participation in CPX-led client events and executive engagements.
• Leverage partner programs, incentives, and funding where applicable, ensuring commercial alignment and ROI.
• Work with Marketing and Commercial Operations to track impact and outcomes.

Governance, Cadence & Stakeholder Management

• Establish a clear operating rhythm with partners (QBRs, pipeline reviews, planning sessions).
• Prepare structured partner performance updates for CGP and sales leadership.
• Manage escalations and misalignment decisively, protecting CPX’s commercial interests.
• Maintain strong working relationships with internal stakeholders across Sales, Delivery, Finance, Legal, and Ops.

Success Measures (What “Good” Looks Like)

• Measurable increase in partner-sourced and partner-influenced pipeline
• Improved win-rates and deal velocity on partner-led opportunities
• Clear prioritisation of partners with visible commercial impact
• High satisfaction from sales teams on partner usefulness and engagement quality
• Predictable reporting and governance with minimal noise or ambiguity

Qualifications:

Experience

• 8–12 years of experience in partnerships, alliances, or sales roles within technology, cybersecurity, or complex B2B services.
• Demonstrated success in driving revenue and pipeline through partners.
• Strong experience working in matrixed, sales-led organisations.
• Proven ability to operate at both strategic and execution levels.

Education

• Bachelor’s degree in Business, Technology, Engineering, or a related field.
• Vendor or alliance certifications (e.g. Microsoft, OEMs) are a plus.

Skills & Competencies

• Strong commercial acumen and outcome-driven mindset
• Ability to influence without authority across sales and delivery teams
• Excellent stakeholder management and communication skills
• Structured, data-driven approach to pipeline and performance tracking
• Comfortable operating in ambiguity and fast-paced growth environments
• Collaborative, decisive, and execution-focused leadership style