Partnership & Alliances, Associate Director

Details:

Job Description

This is a full-time and remote / home-based opportunity in the US - Midwest and East Coast preferred.

What will you do?

We are looking for a Partnership & Alliances Associate Director to lead and execute our strategic partnerships with key technology providers such as AWS, Google, Microsoft, Dell, NextThink, and others. This is an instrumental role, responsible for both developing high-level strategic alliances and managing relationships with selected strategic partners to drive revenue growth, co-selling opportunities, and joint go-to-market (GTM) initiatives.

The ideal candidate will have a strong mix of strategic business acumen, relationship management, and execution skills, ensuring that our partnerships generate measurable business impact.

Key Responsibilities:

Strategic Alliance Development

• Develop & Execute Partner Strategy: Define the overall alliance strategy for selected strategic technology partners, aligning with company growth objectives.
• Identify & Prioritize Partners: Work with leadership to select high-impact technology partners that align with our core offerings (Cloud, XaaS, DWS, AI, etc.).
• Establish & Negotiate Partnership Agreements: Lead discussions with strategic partners on joint go-to-market (GTM) plans, co-selling agreements, and revenue-sharing models.
• Drive Executive Engagement: Build and maintain C-level and senior relationships with partner organizations to secure support and commitment for joint initiatives.
  
  

Partner Growth & Execution – with Selected Strategic Partners

• Co-Selling & Deal Acceleration: Work closely with partner sales teams to identify, register, and close joint opportunities, ensuring our solutions are top-of-mind for their sales teams.
• GTM & Joint Marketing Execution: Develop co-branded campaigns, events, and partner-driven sales motions that drive demand and pipeline growth.
• Enable Sales & Presales Teams: Provide internal teams with the tools, training, and insights needed to successfully leverage partnerships in their deals.
• Track & Optimize Partner Performance: Define and monitor KPIs, including deal registration rates, co-sell win rates, pipeline contribution, and revenue impact from partners.
  
  

Job Requirements

Details:

What do you need to succeed?

• 7-10 years of experience in strategic alliances, partnerships, or sales roles within the tech industry.
• Experience working with major technology vendors (AWS, Microsoft, Google, Dell, etc.), including co-selling, deal registration, and GTM execution.
• Strong negotiation skills, with experience in structuring partnership agreements, revenue-sharing models, and co-marketing investments.
• Proven ability to build and manage executive-level relationships with both internal stakeholders and external partners.
• Sales & Business Development mindset, with a track record of driving revenue through partnerships.
• Understanding of Cloud, XaaS (SaaS, HaaS, DaaS), AI, and IT services market trends.
• Ability to work cross-functionally with Sales, Marketing, Pre-Sales, and Product teams to align partner efforts with business goals.
  
  

Who We Are

Stefanini is a privately held $1.5B global technology provider offering Digital Workplace Services, Application Development, and Digital & Innovation solutions, including our own Stefanini Artificial Intelligence (SAI) platform. We have been globally recognized by ISG as a Leader in Digital Transformation and Next-Gen Application Development & Maintenance (ADM) Services and recognized as a Visionary in the 2024 Gartner Magic Quadrant™ for Outsourced Digital Workplace Services. Our 35,000 employees are located across 41 countries, with our NA/APAC headquarters located in Southfield, MI.

Why we're different

• Privately owned company focused on long-term strategy not driven by Wall Street short-term pressure.
• Client-centric focus: 29.4 billion hours dedicated to designing solutions for our clients.
• Long-lasting relationships with clients with an average of 12 years.
• More than 15 years of Co-creating innovation through AI, automation, and industry knowledge.
• Leveraging Applied AI across the company's portfolio to optimize offerings, drive performance, and minimize costs with proven success cases.
  
  

What You'll Get

• Work with brilliant minds, often within a global capacity.
• We offer highly competitive salaries and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.
• Our benefits package includes health insurance, dental insurance, vision insurance, life insurance, disability, flexible spending plans, 401(K), paid time off, and tuition reimbursement.
• Opportunity to participate in professional development eLearning programs within the Stefanini University, and other training as well.
  
  

Stefanini is proud to recruit exceptional talent and establish relationships with prospective employees. Our talent acquisition and hiring teams will always have a phone, virtual and/or in-person conversation with you before extending a job offer. During these conversations, we will provide details about the company, discuss the interviewing and hiring processes, and answer any questions about the job itself, the organization, the culture, etc.