Partner manager

Job SummaryThe Partner Manager at i Horizons is responsible for developing and executing the overall partnership strategy. This role involves identifying, evaluating, negotiating, and signing new partnerships aligned with the strategy. The Partner Manager will manage ongoing relationships with partners, contribute to generating business through the partner ecosystem, and ensure compliance with partnership obligations and administrative aspects. Partners include vendors (OEMs), implementation partners (SIs), and sourcing partners (staff augmentation), among other potential types of partners.Reporting StructureThis position reports to the Director - Service Development and Delivery.Job ObjectivesDevelop and implement a comprehensive partnership strategy that encompasses both strategic partnerships and opportunistic partnerships.Identify, evaluate, recommend, negotiate, and sign new partnerships that align with our strategic objectives.Nurture and manage relationships with partners to maximize business opportunities and strengthen the partner ecosystem.Ensure compliance with partnership obligations, including certifications and other administrative aspects.Contribute to the growth and success of i Horizons by leveraging partnerships to generate new business and enhance market presence.Identify and enact opportunities to reduce partner costs on an ongoing basis.Own and achieve annual partner-driven revenue targets, including pipeline creation, influenced revenue, and closed deals.Define and track partner-sourced vs partner-influenced revenue.Job ResponsibilitiesPartnership Strategy DevelopmentAnalyze market trends and competitive landscape to develop a comprehensive partnership strategy.Identify potential strategic partners and evaluate their alignment with i Horizons' goals.Determine the appropriate mix of strategic and opportunistic partnerships to drive business growth.Define partnership goals, objectives, and key performance indicators (KPIs) and dive to completion.Collaborate with internal stakeholders to align partnership strategy with overall business objectives.Partnership Identification, Evaluation, and NegotiationIdentify and research potential partnership opportunities that align with the strategic direction.Identify solution gaps and onboard partners to fill them.Evaluate potential partners based on their expertise, market presence, and compatibility.Conduct due diligence on prospective partners, including financial analysis and risk assessment.Recommend selected partners for management approval.Develop and negotiate partnership agreements, including terms, conditions, and performance metrics.Collaborate with legal and finance teams to ensure contracts and agreements are compliant and protect the company's interests.Relationship Management and Business GenerationBuild and maintain strong relationships with partners to foster collaboration and mutual success. This includes periodic face-to-face visits to partners, frequent interactions and participation with their various activities, with the objective of positioning i Horizons as their leading partner in Qatar and possibly the region.Regularly communicate with partners to identify business opportunities and address any concerns.Support partners in their efforts to generate business, providing guidance and resources as needed.Monitor partner performance against agreed-upon KPIs and develop action plans to drive improvement.Collaborate with sales, marketing and delivery teams to leverage partner relationships for lead generation and customer acquisition.Maintain a minimum level of public activities with partners (events, seminars, marketing activities, etc.).Revenue & Growth AccountabilityBuild and maintain a partner-driven pipeline (joint opportunities with vendors).Co‑own deals with Sales and ensure partner attach rate (e.g., % of deals involving Microsoft, Google, etc.).Develop joint go-to‑market (GTM) plans with key vendors/partners.Enable co-selling motions with vendor sales teams (account mapping, joint pipeline reviews).Establish Quarterly Business Reviews (QBRs) with key partners.Maintain account mapping and executive alignment.Track partner contribution to total company revenue.Ensure profitability through incentives and optimized partner engagement.Partnership Obligations and Administrative ManagementEnsure compliance with partnership obligations, such as certifications and training requirements.Manage administrative aspects of partner management, including contract renewals and terminations.Maintain accurate records of partnership agreements, milestones, and key contacts. Manage all documentation related to partner activities.Coordinate with internal teams to provide necessary support and resources to partners.Monitor partner compliance with legal, regulatory, and ethical guidelines.Vendor Program & Tier ManagementManage and improve company standing in vendor programs (e.g., Microsoft Solutions Partner designations, Oracle Partner Network l