Alliance Manager

Alliance Manager – Cyber Security, Cloud, Data Center, Network & AI Company: Teceze Ltd Position: Alliance Manager – Partner Ecosystem & Distribution Practice Area: Strategic Alliances & Global Channels Location: Chennai, Bangalore & Pune /Mumbai Employment Type: Full-time About Teceze Teceze is a global technology partner focused on operational resilience, digital transformation, and scalable growth. We simplify architectural complexity and accelerate business velocity by uniting next-generation innovation under a highly accountable delivery model. Our enterprise offerings are deeply integrated across Managed Cybersecurity, Cloud & DevOps, Next-Gen Data Center Infrastructure, Advanced Networking, and AI-powered Data Platforms . Central to our global expansion strategy is our multi-tiered partner ecosystem. We co-innovate and co-sell alongside leading public hyperscale's, tier-one OEMs, technology distributors, and emerging AI platforms to deliver secure, future-ready business outcomes for enterprise accounts globally. Position Overview We are seeking a high-caliber, strategically minded Alliance Manager to take absolute ownership of our partner ecosystem and distribution strategy across five key technology domains: Cybersecurity, Cloud, Data Center, Network, and AI . In this role, you will be responsible for defining and executing the programmatic go-to-market (GTM) blueprints that turn technology partnerships into high-velocity revenue channels. You will act as the primary relationship owner and business planner between Teceze and regional distributors, tier-one technology vendors (e.g., AWS, Microsoft, Cisco, VMware, Palo Alto, and top-tier AI providers), and specialized software partners. The ideal candidate possesses a deep understanding of channel dynamics, partner incentives, and co-selling frameworks, alongside the ability to effectively bridge the gap between technical practice teams and commercial sales forces. Key Responsibilities Ecosystem & Distribution Strategy: Architect, scale, and optimize Teceze’s alliance programs with strategic distributors and core technology OEMs across the designated focus areas: Cybersecurity: Managed detection, incident response, zero-trust architectures, and endpoint/edge defense. Cloud & Data Center: Hyperscaler ecosystems (AWS, Azure, GCP), hybrid-cloud governance, hyperconverged infrastructure, and virtualization platforms. Network & AI: Software-defined networking, secure edge routing, enterprise data warehouses, and intelligent process automation tools. Joint Pipeline & Revenue Generation: Partner with technology vendors’ regional channel managers and sales specialists to run continuous account mapping sessions, uncovering net-new enterprise pipeline opportunities for Teceze sales executives. Program Compliance & Tier Advancement: Manage Teceze’s partner status certifications and competency requirements across portals (e.g., AWS Partner Network, Microsoft Partner Center, Google Cloud Partner, OCI etc). Actively coordinate with internal technical delivery teams to ensure our engineering benchmarks support higher partner tier advancements. Financial & Incentive Optimization: Navigate complex vendor incentive matrices to secure Market Development Funds (MDF), Proof-of-Concept (POC) funding, and distributor rebates that enhance deal profitability and reduce adoption friction for clients. GTM & Co-Marketing Campaigns: Collaborate with internal and partner marketing teams to orchestrate high-impact channel campaigns, joint webinars, technology workshops, and executive roundtables. Executive Alliance Governance: Conduct regular Quarterly Business Reviews (QBRs) with key alliance leadership teams to track joint pipeline performance, address operational hurdles, and continually recalibrate strategic business goals. Requirements & Qualifications Experience 6 to 10 years of professional experience in technology partner management, alliance management, or channel development within IT services, managed service providers (MSPs), or global systems integrators. A proven track record of successfully managing multi-vendor distribution channels and building partner ecosystems that yield quantifiable, net-new pipeline results. Industry Domain Knowledge Strong commercial and programmatic familiarity with tier-one vendor partner frameworks (such as AWS, Azure, GCP, Cisco, VMware, Fortinet, Palo Alto, or Snowflake). Solid conceptual understanding of cloud economics, data center lifecycle management, network virtualization, modern security vectors, and AI/Analytics platform capabilities. Core Competencies Strategic Relationship Management: Outstanding executive presence with a demonstrated ability to negotiate, persuade, and nurture high-level relationships with major external vendors and distribution leads. Data-Driven Account Planning: Highly skilled at constructing business plans, assessing joint pipeline velocity, and translating alliance agreements into practical, revenue-generating sales activities. Cross-Functional Leadership: Adept at aligning disparate groups—solution architects, field sales, global procurement, and marketing teams—behind a unified ecosystem strategy.