Senior Manager: IT Executive Partnerships

Introduction

The Senior Manager: Executive Partnership s owns Makwa-IT's most strategic technology partnerships with leading ICT vendors. The role also oversees a supporting network of distributors, resellers and managed service providers.

The role grows partner-sourced and partner-influenced revenue. It does this by building executive-level relationships, running joint go-to-market and co-sell motions with Makwa-IT's sales teams, and maximising the value Makwa-IT gets from each partner programme: partner status and tiers, competencies, funding, incentives and marketplace routes to market.

It is a data-driven role. Partnership decisions, investments and priorities are based on measurable performance, reported to the CFO and Exco.

Duties & Responsibilities

Partner strategy and ecosystem design

• Develop and maintain the partnership strategy and annual partner plans, aligned to Makwa-IT's business strategy and solution portfolio.

• Design a partner ecosystem that differentiates Makwa-IT in its target markets. Decide which vendors to invest in, at what level, and which to exit or de-prioritise.

• Identify, assess and onboard new IT strategic partners, distributors, resellers and MSPs using clear selection criteria and business cases.

• Analyse market, vendor and competitor developments (e.g. changes to partner programmes, cloud consumption models, AI and security priorities) and recommend strategic responses.

Executive partner relationships

• Own the executive relationship with each Tier 1 partner. Build trusted, multi-level relationships from partner country leadership to partner development managers.

• Lead partner QBRs and executive business reviews, and sponsor Partner Exco engagements with Makwa-IT leadership.

• Resolve escalations and commercial or relationship conflicts with partners, and negotiate outcomes that protect Makwa-IT's interests.

• Represent the Makwa-IT brand at partner events, conferences, summits and award programmes.

• Co-ordinate and plan internally certifications and manage and maintain IT Tiering per strategic vendor.

Joint go-to-market, co-sell and revenue

• Build and run joint business plans and joint account plans with each strategic partner, in collaboration with Makwa-IT's sales leaders and account teams.

• Drive co-sell motions (e.g. partner co-sell programmes, deal registration, cloud marketplace transactions) to grow partner-sourced and partner-influenced pipeline and revenue.

• Work with sales leadership to set partner-aligned targets for sales teams, and run joint pipeline and account reviews with sales.

• Coordinate joint marketing and GTM campaigns with partner and Makwa-IT marketing teams, including GTM documents, solution messaging and partner presentations.

Partner programme management and compliance

• Maintain and improve Makwa-IT's status in each partner programme, including tier levels, competencies and specialisations, solution designations and audit requirements.

• With BU leads and HR, plan and track the certifications and accreditations needed to keep and grow partner status.

• Maximise and track partner funding and incentives: market development funds (MDF), co-op funds, rebates, deal registration benefits, investment and assessment funding. Ensure funds are claimed and used in full.

• Manage partner agreements, renewals and contractual obligations with Legal and Finance.

Governance, reporting and insights:​​​​​​​

• Build and maintain partnership dashboards using CRM/PRM and BI tools. Track revenue, pipeline, programme status, certifications and funding.

• Prepare partnership reports and materials for the CFO, Exco and Board, with clear insights, risks and recommendations.

• Set up governance for strategic partnerships and projects: cadences, owners, action tracking and escalation paths. Make sure agreed actions are delivered by the right people on time.

• Facilitate internal and external partner strategy workshops and planning sessions.

Desired Experience & Qualification

• 8+ years' experience in the ICT industry (software, cloud, infrastructure or managed services).

• At least 3 years in vendor alliance, channel or partner management, either at an ICT vendor or at a IT partner/or IT systems integrator.

• Proven track record of growing partner-driven revenue and managing executive-level vendor relationships.

• Hands-on experience with at least one major vendor or hyperscaler partner programme.

• Relevant 3-year degree, preferably in Commerce, Business or a related field.

• A postgraduate qualification (e.g. MBA or Master's) is advantageous.

Package & Remuneration

R 1 263 886,00 - R 1 432 439,00 CTC per annum

Interested?

If you meet the requirements and would like to be considered for this opportunity, please submit your application via PNet.