Strategic Alliances Partner Manager

About The Role

Essential Roles & Responsibilities

• To act as Claranet’s UK Operational contact for our alliances, working closely with our Head of Strategic Alliances and our Strategic Alliances Leads.
• To build strong relationships with key points of contact for Claranet across our alliances.
• To assist in developing, driving and executing the annual business plan for alliance relationships including Revenue Targets and KPIs, Relationship Mapping, Competencies & Capabilities, Service Propositions, Go to market strategy, Marketing Campaigns, Events
• To collaborate closely with CS&G teams ensure the GTM activities which drive the partner plan between Claranet and named alliances are carried out successfully
• To act as internal and external spokesperson for Claranet UK’s Cloud, Security and Workplace solutions and ensure effective promotion of these capabilities with our alliances.
• To be the Partner Program/Portal expert and to manage the interaction from Internal stakeholders (driving self serve where appropriate and direct operational control where needed) including but not limited to registration, ongoing maintenance, lead management and marketplace. (Ensuring Program compliance, registration and on-going maintenance)
• To contribute and manage the Strategic Alliances internal Knowledge base, maintaining access to benefits and tooling, and point of contact for support, permissions and escalations internally.

About You

Behavioural competencies - organisational and behavioural fit.

• Flexible and creative to take considered risks
• Learn and adapt quickly to changing situations
• Self-motivated and able to work under pressure
• Ability to travel to different sites and locations on a weekly basis
• Manages conflict and challenges in an open and constructive manner.

Critical competencies - technical fit

• At least 2 years’, demonstratable, experience in similar roles with understanding an Alliance’s internal team structures, priorities and drivers
• Understanding of the UK MSP and System Integration market
• Knowledge of Cloud, Security, Workplace Portfolio offerings, Microsoft Azure
• Ability to build and maintain strong business relationships at executive level
• Strong oral, presentation, and written communication skills
• Sound business acumen and ability to hold business level conversations with senior client contacts
• Proactive and determined approach to succeed.

About Us

Working for Claranet

Here at Claranet we pride ourselves on going the extra mile for and with our employees (yes, we really mean with). We offer an extensive benefits package that you can tailor to your needs, inclusive of a matching contribution pension scheme, healthcare, insurance, dental, discounted gyms and app supported benefit access.

But what we think makes us different is 'Team Claranet,’ our dedicated internal part of the business that supports you with matters close to your heart. We proudly support local charities in each of our office locations, support employees with paid charity leave, organise key charity fundraising event per year and have a dedicated committee responsible for supporting employee’s fundraising efforts.

Claranet are one of the 10 founding members of TC4RE (Technology Community for Racial Equality.) Being a part of a group of leading UK technology organisations, we are dedicated to building a more diverse and inclusive workforce. We are also very proud members of Tech Talent Charter, a government supported, industry-led membership group created to address the UK’s tech talent shortage and diversity gap through collective action.

Our Vision

Our vision is to become the most trusted technology solutions partner; renowned for being the best and brightest, having lasting impact with our customers and delivering exceptional returns to our stakeholders.

Position Summary

The Alliances Partner Manager’s main responsibility is to manage the operational aspect of our strategic partnerships that will drive revenue growth, brand awareness and joint investment that enhances the overall business objectives.

They will be a key day-to-day point of contact for our operational relationship with named Strategic Alliances. The successful candidate will work closely with our Strategic Alliances Managers and relevant teams both at our partners and within Claranet to ensure we deliver on our growth plans for that alliance.

Claranet holds high level partner status with most of our current strategic alliance partners such as Microsoft, Cisco, Fortinet, BT well as providing our own solutions. Claranet’s Security, Cloud and Workplace practices represent over £110m+ in annual revenue from a wide range of small, medium and large enterprise customers.

Role Mission

Claranet’s strategy is to build long-term, trusted relationships with its customers by delivering market-leading, integrated managed services. We are seeking a Partner Manager to work with our current and future Strategic Alliances to provide the best Cloud, Security and Workplace solutions to our customers and grow our customer base.

Objectives and Key Results

The Alliances Partner Manager’s primary responsibility is work collaboratively with strategic alliance leads to drive all operational aspects of their aligned primary relationships, and to grow and nurture end to end the value within their aligned emerging partnerships.

• Ensure the delivery of our growth plans for the aligned Strategic Alliance via the governance framework.
• Ensure the business achieves and maintains agreed partner status
• Support peer stakeholder relationship management and embed peer relationships between Claranet and peers within alliances.
• Be a day-to-day point of contact for operational relationship with named Strategic Partners / Alliances.