What are the responsibilities and job description for the Alliance Manager position at NTT America, Inc.?
Continue to make an impact with a company that is pushing the boundaries of what is possible. At NTT DATA, we are renowned for our technical excellence, leading innovations, and making a difference for our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can continue to grow, belong, and thrive. Your career here is about believing in yourself and seizing new opportunities and challenges. It’s about expanding your skills and expertise in your current role and preparing yourself for future advancements. That’s why we encourage you to take every opportunity to further your career within our great global team. In this role you will: Support execution of a comprehensive cloud marketplace alliances strategy aligned with organizational objectives. Identify and prioritize hyperscaler marketplace opportunities (AWS, Microsoft Azure, Google Cloud) that drive revenue growth and enhance client value. Build and maintain strong relationships with marketplace partner teams and internal business stakeholders. Collaborate with hyperscalers to define joint value propositions, leverage marketplace incentives, and execute mutually beneficial go-to-market strategies. Act as the main point of contact for hyperscaler marketplace teams, fostering ongoing communication, resolving issues, and accelerating deal cycles. Identify and pursue new business opportunities through cloud marketplace programs, co-sell motions, and joint investment initiatives. Lead the evaluation, onboarding, and optimization of new marketplace listings and offerings. Manage and monitor marketplace partnership agreements, ensuring compliance, incentive alignment, and renewal readiness. Work closely with sales, solution architects, marketing, finance, and operations teams to streamline marketplace transactions and maximize value. Administer the governance structure of cloud marketplace relationships, including cadence, reporting, and executive reviews. Regularly measure and report on marketplace performance, providing insights and recommendations for improvement. Stay up to date with industry trends, hyperscaler program changes, emerging technologies, and competitive landscapes. Contribute to the development and continuous improvement of processes related to cloud marketplace alliance management. Perform additional related tasks in support of hyperscaler marketplace initiatives. This role is perfect for you if you: Strong ability to foster trust and manage partner relationships to achieve mutual goals. Solid understanding of cloud marketplace ecosystems, co-sell programs, and business development principles. Excellent communication skills to effectively collaborate with hyperscaler partners and internal stakeholders. Ability to influence cross-functional teams and external partners to drive successful outcomes. Clear articulation of complex marketplace and GTM models in a concise, business-oriented manner. Skilled in identifying cloud marketplace trends, assessing competitive dynamics, and evaluating partner opportunities. Analytical ability to assess marketplace performance, pipeline impact, and ROI, using data-driven insights. Proficiency with reporting and analytics tools to track marketplace KPIs. Flexibility and agility to adapt to hyperscaler program changes and a fast-moving business environment. Growth mindset with strong networking skills to build and maintain relationships across the cloud partner ecosystem. Academic Qualifications and Certifications Bachelor’s degree in business, computer science, information technology, or a related field (or equivalent experience). Required Experience Experience in a similar role within a global technology or IT services organization. Demonstrated success in building and managing hyperscaler or cloud marketplace alliances. Proven track record of go-to-market execution and driving business growth via marketplace programs. Experience in alliance management, business development, and strategic partnerships in the cloud ecosystem. Familiarity with AWS, Microsoft Azure, and Google Cloud marketplace programs and co-sell motions. Your day at NTT DATA The Principal Partner/Vendor Alliances Specialist is a highly skilled subject matter expert, responsible for supporting the development and management of partnerships with external organizations. The primary objective of this role is to drive business growth, improve client experiences, and enhance the organization's competitive position through collaborative alliances. This role owns and manages the partnership lifecycle, including the formation and management 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. This role has the primary responsibility to work with sales and technical teams to ensure certification and enablement standards are maintained and to develop joint investment opportunities to grow the partnerships strategically aligned to organizational goals and objectives. Supports with execution of a comprehensive partner alliances strategy aligned with organizational objectives. Supports with identifying and prioritizing potential partnership opportunities that drives business growth. Builds and maintains strong relationships with partners and business stakeholders. Collaborate with partners to define joint value propositions, establish mutually beneficial business models and drive successful go-to-market strategies. Acts as a main point of contact for partners, fostering ongoing communication and resolving any issues that may arise. Identifies and pursues new business opportunities through partnership alliances. Leads the identification, evaluation, and onboarding of new partners. Manages and monitors partnership agreements, ensuring compliance and managing any necessary modifications or renewals. Works closely with internal teams such as sales, marketing, product management, and engineering to ensure alignment and maximize the value of partnership initiatives. Manages all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners. Administers the governance structure of the partnership relationship. Regularly measures performance success for partners, providing insights and recommendations for improvement. Stays up to date with industry trends, emerging technologies and competitive landscapes. Contributes to the development and improvement of processes related to the alliance management function. Performs any other related task as required Extended ability to foster trust and manage partner relationships to achieve mutual goals. Extended understanding of business development principles and ability to identify and pursue new. Excellent communication skills to effectively collaborate with partners. Extended ability to influence internal and external stakeholders to drive successful partnerships. Ability to articulate complex ideas and concepts clearly and concisely. Ability to identify market trends, assess competitive landscapes and evaluating partnership opportunities. Extended analytical ability to assess partnership opportunities, evaluate partner performance and make data-driven decisions. Extended proficiency using data analysis and reporting tools. Extended ability to adapt to a rapidly changing business environment, embrace new technologies, and navigate complex partnerships. Flexibility, agility and a growth mindset are valuable traits. Ability to network effectively coupled with the ability to build and maintain relationships with key stakeholders within the industry. Bachelor's degree or equivalent in business, computer science, or information technology or a related field. Extended experience in a similar role, preferably gained within a global technology organization. Extended track record of success in building and managing partner alliances. Extended go-to-market experience and driving business growth. Extended experience in partner alliances management, business development and strategic alliances. Extended experience gained within a global technology organization. Workplace type: Remote Working Equal Opportunity Employer NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Accelerate your career with us. Apply today Your career here is about believing in yourself and taking on great opportunities and new challenges. It’s about growing your skills and expertise in your current role and preparing yourself for the future. That’s why we encourage you to take every opportunity to grow your career within our great global team.
