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 & CoSell 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 GoToMarket & 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

Senior Manager - Alliances and Partnerships (CPX)