{"id":3786863,"url":"https://alion.io/job/computacenter-head-of-partner-management","title":"Head of Partner Management","company":{"id":1226,"name":"Computacenter","domain":"computacenter.com","url":"https://alion.io/company/computacenter","size_band":"5000+","is_staffing_agency":false,"employer_type":"services","is_intermediary":false,"listed_via":null,"ats_vendor":"SuccessFactors","truth_index":{"grade":"A","score":96,"open_postings":21,"ghost_share":0,"stale_share":0.143,"repost_share":0.048,"time_to_fill_p50_days":31,"computed_at":"2026-11-14T05:58:10Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Bengaluru, India"],"countries":["IN"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-11-05T04:02:21Z","employer_posted_date":"2026-11-04","last_verified_at":"2026-11-14T23:09:01Z","board_verified":true,"closed_at":null,"days_open":10,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":10},"description":"Life on the Team\nComputacenter's Partner Management function plays a critical role in driving business growth through strategic technology partnerships, commercial excellence, and supplier engagement. Working closely with leading technology vendors, distributors, software publishers, and cloud providers, the team maximises partner value while creating competitive advantage for Computacenter and our customers.\nAs Head of Partner Management, you will lead a high-performing organisation responsible for developing strategic partner relationships, driving commercial performance, and enabling business growth across India. You will work closely with Sales, Services, Finance, Technology Sourcing, and Business Services teams to align partner strategies with business priorities and ensure maximum value is delivered through Computacenter's extensive technology ecosystem. This is a highly visible leadership role that provides the opportunity to shape partner strategy, influence senior stakeholders, strengthen executive relationships with global technology providers, and drive initiatives that directly contribute to business growth and profitability.\nWhat You'll Do\nStrategic Leadership\nDefine and execute the Partner Management strategy for India, ensuring \nAlignment with Computacenter's business objectives and growth ambitions. \nProvide leadership, governance, and direction across the Partner Management \nFunction, ensuring delivery against strategic and commercial goals. \nEstablish clear objectives, operating plans, and performance measures to drive \nBusiness success and operational excellence. \nLead organisational change and continuous improvement initiatives that \nStrengthen partner engagement and business outcomes. \nOwn and manage the function's financial performance, including budget \nPlanning, resource allocation, and profitability objectives. \nStrategic Partner Management\nDevelop and maintain executive-level relationships with key technology \nvendors, distributors, software publishers, and cloud providers. \nPosition Computacenter as a strategic partner of choice through strong \nCollaboration, joint planning, and mutual growth initiatives. \nLead negotiations relating to partner agreements, investment programmes, \nincentives, and strategic business plans. \nDrive vendor segmentation, partner growth strategies, and engagement models that maximise value creation. \nAlign partner strategies to Computacenter's technology portfolio, services capabilities, and go-to-market priorities. \nCommercial Performance\nMaximise commercial value through effective management of vendor funding, \nRebates, incentives, special pricing programmes, and strategic investments. \nNegotiate favourable commercial terms that enhance profitability and create competitive advantage. \nWork closely with Finance and business stakeholders to ensure effective governance, forecasting, reporting, and performance management. \nDrive continuous improvement in partner contribution, profitability, and business performance. \nOversee the effective management and optimisation of partner-related commercial programmes and associated operational processes.\nSales Enablement & Growth\nCollaborate with Sales, Services, and Solution teams to integrate partner programmes and funding opportunities into customer engagements. \nEnsure effective utilisation of partner incentives, special pricing, deal registration programmes, and market development initiatives. \nSupport strategic customer opportunities by aligning partner capabilities with business and customer requirements. \nIdentify opportunities to leverage emerging technologies, cloud solutions, and partner innovation to accelerate growth. \nStrengthen the overall contribution of strategic partnerships to revenue growth and business performance. \nOperational Excellence & Governance\nEnsure robust governance, compliance, and risk management across all partner engagement activities. \nDrive process standardisation, operational efficiency, and continuous improvement across the function. \nEnsure effective management of supplier and partner frameworks, commercial agreements, and associated controls. \nImplement best practices, performance reporting, and operational disciplines to enhance service quality and business outcomes. \nPartner with wider business functions to optimise supporting sourcing and procurement activities where applicable. \nLeadership & Talent Development\nLead, coach, and develop a diverse, high-performing team. \nFoster an inclusive and collaborative culture focused on accountability, innovation, and continuous learning. \nBuild organisational capability through talent development, succession planning, and leadership coaching. Inspire teams to embrace change and contribute to a culture of continuous improvement and customer focus. \nWhat You'll Need\nLeadership & Strategic Experience\nSignificant leadership experience within Partner Management, Vendor Management, Channel Management, Technology Sourcing, Procurement, or a related technology-focused function. \nProven experience developing and executing business strategies that deliver commercial growth and operational excellence. \nDemonstrated success leading large teams and driving organisational transformation in complex environments. \nExperience managing financial performance, strategic initiatives, and business outcomes. \nCommercial & Financial Expertise\nStrong understanding of technology partner ecosystems, channel programmes, vendor funding models, rebates, incentives, and commercial frameworks. \nProven track record of delivering revenue growth, profitability improvement, and commercial value through strategic partner engagement. \nStrong negotiation skills and experience managing complex commercial arrangements with global technology partners. \nExcellent financial and analytical capability with experience in forecasting, budgeting, and performance management. \nRelationship Management & Influencing\nExceptional stakeholder management and executive relationship-building skills. \nExperience engaging and influencing senior leaders internally and externally. \nStrong communication, presentation, and negotiation skills. \nAbility to align diverse stakeholder groups around shared commercial objectives and strategic outcomes. \nIndustry Knowledge\nStrong understanding of the IT infrastructure, cloud, networking, security, workplace, software, and data centre markets. \nKnowledge of technology channel ecosystems, vendor partner programmes, and distribution models. \nUnderstanding of commercial governance, supplier management, and sourcing best practices. \nAwareness of industry trends and emerging technologies that influence customer and partner strategies. \nPersonal Attributes\nStrategic thinker with strong execution capability. \nCommercially focused, customer-centric, and results-driven. \nCollaborative leader with a passion for developing talent and building high performing teams. \nResilient, adaptable, and comfortable operating in a fast-paced environment. \nDemonstrates integrity, accountability, and sound judgement.","description_format":"text","description_chars":7074,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Continuous learning"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","IT Infrastructure & Networking Services","Adventure Tourism","Managed IT Services 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