Head of Strategic Alliances & Partnerships

About CNS Middle East

CNS Middle East is a technology firm specializing in digital solutions that facilitate enterprise and human development. Established in 1987, the company boasts over three decades of industry experience with a workforce of more than 320 employees, including over 250 certified engineers. With operations spanning three countries, CNS leverages regional insights to support digital transformation across major industries. The company is also evolving by creating pioneering in-house software products to expand its innovative solution offerings.

Role Overview

The Head of Strategic Alliances & Partnerships will define, manage, and execute CNS's alliance strategy. This leadership role is entrusted with cultivating executive-level partnerships with technology vendors, distributors, and strategic ecosystem collaborators to fuel business expansion, enhance partner value, boost CNS’s market standing, and foster enduring relationships.

Key Responsibilities

• Manage CNS's strategic partner portfolio aligned to business priorities and growth goals.
• Establish and maintain executive connections with key technology partners such as Cisco, Oracle, Microsoft, Dynatrace, and DN.
• Engage with senior influencers including C-Level executives, Regional VPs, Country Managers, and Alliance Directors within partner firms.
• Oversee alliance governance structures including Executive and Quarterly Business Reviews.
• Lead negotiations on partnership agreements, contractual commitments, commercial terms, rebates, incentives, and vendor investment initiatives.
• Resolve partnership challenges to maintain long-term value and executive alignment.
• Develop joint go-to-market strategies in line with CNS business objectives and drive partner-influenced demand to hit pipeline targets.
• Direct executive account planning and coordinate strategic partner involvement in major customer opportunities.
• Authorize partner participation for strategic pursuits ensuring alignment with CNS capabilities and priorities.
• Collaborate with Sales leadership and business units to leverage commercial opportunities from alliances while preserving Sales ownership of customer engagements and revenues.
• Manage CNS’s role in partner programs, certifications, competencies, and tier positioning.
• Design and implement plans to achieve and sustain strategic partner status with major vendors.
• Negotiate and secure vendor funding, rebates, discounts, marketing development funds, and financial incentives.
• Create annual Joint Business Plans with partners and monitor performance against targets.
• Formulate and lead partner enablement strategies across Sales, Pre-Sales, Marketing, and business units, including training and certification roadmaps.
• Develop joint solutions aligned with CNS services to enhance sales effectiveness.
• Drive alliance marketing and ecosystem development initiatives, including joint campaigns, executive engagements, industry events, and strategic initiatives.
• Expand CNS’s strategic partner ecosystem by identifying and onboarding new technology collaborations.
• Engage with industry analysts like Gartner and IDC to improve CNS’s market visibility and positioning.
• Establish and manage alliance performance metrics, monitoring partner pipeline influences, vendor funding, tier advancements, and alliance value realization.
• Lead executive dashboards and regularly report alliance performance to senior leadership.
• Continuously evaluate and optimize the partner ecosystem for maximal business impact.
• Identify and cultivate new strategic partnerships consistent with CNS growth plans, including commercial negotiations, onboarding, and governance frameworks.
• Establish and enhance governance frameworks, chair executive and quarterly review meetings, and define alliance operating standards regionally.
• Coordinate cross-functional alignment among Sales, Business Units, Marketing, Finance, Legal, Procurement, Pre-Sales, and Delivery to maximize partner value while maintaining clear sales ownership of customer relationships and revenue.

Qualifications

• Bachelor’s degree in Business or Technology is required; MBA is advantageous.
• 15 to 20 years of ICT industry experience, especially in strategic alliances, partner management, or business development within technology or system integration sectors.
• Proven leadership experience in managing alliance or partner functions at a regional scale.
• Experience working across multiple regions, preferably within the Gulf Cooperation Council (GCC).
• Demonstrated ability to develop alliance governance structures and executive engagement programs.
• Track record of building or expanding strategic alliances functions in growing organizations.

Skills and Competencies

• Expertise in alliance strategy development and executive relationship management with global technology vendors (e.g., Microsoft, Oracle, Cisco, Dell, HPE, Palo Alto, IBM, ServiceNow, SAP).
• Strong ability to generate partner-driven sales pipelines and secure vendor funding, rebates, and incentives to support business growth.
• Proficiency in negotiating partnership agreements, tier commitments, and commercial frameworks.
• Experience presenting alliance strategies and outcomes to executive leadership teams.
• Understanding of compliance with ISO standards adopted by CNS for policies and procedures.

Additional Information

CNS requires compliance with company policies and ISO-based procedures throughout the role to maintain high standards of operational excellence.