Principal Partner/Vendor Alliances Specialist

4 weeks ago

Mumbai, India NTT Full time

NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.

In todayâs âiNTTerconnectedâ world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the worldâs most significant technological, business and societal challenges.

With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.


Your career here is about believing in yourself, and taking on great opportunities and new challenges.Itâs about growing your skills and expertise in your current role and preparing yourself for the future.  Thatâs why we encourage you to take every opportunity to grow your career within our great global team.

Are you ready to take the next step in your career?

The Senior Manager, Partner/Vendor Alliances operates in geographies where a number of different operations can be used to offer some of NTT solutions into vertical markets segments.
The primary responsibility of the Senior Manager, Partner/Vendor Alliances craft the partnership strategy and messaging based on NTT priorities and to manage the partnership lifecycle, including the formation and leadership of the implementation team, creation of joint working teams and governance structures, maintenance and growth of strategic alignment, overall partnership well-being, and expansion of transformative business opportunities.

What you'll be doing

Key Roles and Responsibilities:

  • Manages the creation of incremental value for NTT, increasing long term revenue within assigned partnerships.
  • Manages all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners.
  • Forms and leads implementation teams while working internally with key stakeholders to meet milestones and deliverables according to the partnership agreement.
  • Administers the governance structure of the partnership relationship.
  • Assesses alliance status and works to strengthen individual and organisational relationships between the companies.
  • Manages partner segmentation and corresponding coverage / alliance approach (incl. evaluation of new partners, approach to long-tail).
  • Analyzes NTTâs deal constructs and partner buy costs to understand levers that drive profitability and how to optimize drivers of profitability.
  • Assesses and govern commercial impact of programs / offers / technologies, and drive negotiation strategy with partners to optimize profit impact and growth for NTT.
  • Leads negotiations with new partners and assist on negotiations with existing partners for program changes.
  • Manages performance management reviews and cadence Serves as the primary point of communication for partners and facilitates efficient and effective communication with the assigned partners.
  • Identifies areas of conflicting expectations between organisations and works to resolve them.
  • Monitors results against key performance indicators and communicates results internally, managing implementation of risk mediation activities.
  • Negotiates statements of work and associated budgets and timelines.
  • Identifies opportunities to generate new or unforeseen value from a partnership.
  • Contributes to the development and improvement of processes related to the alliance management function.
  • Markets NTT skills, propositions and capabilities within selected partners.
  • Explores new partnerships, selling new business opportunities to existing partners and developing and managing the partner propositions.
  • Supports team members in the negotiation and securing of the best value pricing for partner supplied services and products.
  • Ensures that relevant processes and tools are implemented to support the adoption and benefit of partner programs.
  • Works with a variety of internal stakeholders to implement catalogues, operational processes and the terms and conditions for new partner take on and renewed partners.
  • Manages a team of individual contributors and/or team leaders in the alliance and vendor management function.


Knowledge, Skills and Attributes:

  • Ability to foster multi-level relationships with its partners and internal stakeholders
  • Solid industry knowledge and experts in their fields
  • Demonstrate excellent persuasion, negotiation and influence ability
  • Excellent management and leadership skills and able to think at a conceptual level
  • Possess excellent communication skills (both verbally and written)
  • Deep knowledge of partner propositions, markets, business challenges and customer opportunities
  • Expert knowledge of the business and solutions
  • Has strong listening and speaking skills, as well as the ability to communicate at all levels of an organisation internally and externally
  • Thrives in a collaborative work environment, where interacting effectively with peers, functional managers and senior leadership will drive success
  • Can align needs of internal and external stakeholders to create winning situations for all parties
  • Has a demonstrated ability to think critically and strategically about partnerships
  • Incorporates highly effective organisational skills and planning ability into alliance work
  • Effectively champions partnersâ needs and can maintain steady and sustainable engagement in the partnership objectives


Academic Qualifications and Certifications:

  • Relevant Bachelorâs or equivalent degree in a related field
  • Relevant certifications, e.g. CSAP


Required Experience:

  • Extended experience in alliance management, project management, business development, or other related experience with significant partnering responsibilities
  • Extended experience in supporting definition and delivery of solutions with partner leads/PandL owners
  • Track record of delivering measurable results, regularly meeting or exceeding targets
  • Extended experience driving influenced revenue or channel sales via partnerships within an ICT services environment
  • Extended management and leadership experience with related executive presence
  • Extended experience with a variety of partner types
  • Demonstrated project management experience

Skills Summary

Business Acumen, Business Development, Competitor Analysis, Contract Negotiations, Financial Analysis, Governance Structures, Management Consulting, Strategic Alignment

What will make you a good fit for the role?

Workplace type:

Hybrid Working

Join our growing global team and accelerate your career with us. Apply today.


A career at NTT means:

  • Being part of a global pioneer â where you gain exposure to our Fortune 500 clients and world-leading global technology partners and work with a network of over 40,000 smart and diverse colleagues across 57 countries, delivering services in over 200 countries.

  • Being at the forefront of cutting-edge technology â backed with a 150-year heritage of using technology for good. With 40% of the worldâs internet traffic running on our network and where Emoji were first invented, you can be proud of the groupâs many new âfirstsâ.

  • Making a difference â by doing meaningful work that helps to shape the future for our clients, and across industries and communities around the world.

  • Being your best self â in a progressive âConnected Workingâ environment that promotes flexibility, connection and wellbeing. Where diversity and different perspectives are embraced to ensure equal opportunities for all.

  • Having ongoing opportunities to own and develop your career â with a personal and professional development plan and access to the broadest learning offerings in the industry.

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