So, what’s the role all about?

The Global Alliance Manager is responsible for collaborating with the regional partner and sales organizations to drive revenue growth through the company’s most strategic global partnerships.

This role transforms priority alliances into measurable revenue engines—accelerating ARR, maximizing total contract value (TCV), and expanding enterprise account penetration worldwide.

Operating at the intersection of Sales, Alliances, Marketing, and Product, this leader manages the commercial strategy and execution framework required to scale the global co-sell motions, influence enterprise pursuits, facilitate the execution of partner-specific sales fulfillment activities, and ensure global alignment across regions and partner ecosystems.

This is a revenue-focused strategic alliance leadership role with global scope, executive visibility, and direct impact on ACV growth.

Key Responsibilities

1. Global Alliance Strategy & Revenue Governance

· Develop and execute global strategic alliance plans aligned to the company’s /multi-year growth objectives.

· Define joint revenue targets, sourced/influenced ARR goals, pipeline coverage metrics, and TCV expansion benchmarks.

· Establish governance frameworks, KPIs, and executive reporting to drive accountability and predictable revenue contribution.

· Align regional leadership to ensure consistent execution of global alliance strategy.

2. Global Co-Sell & Enterprise Revenue Acceleration

· Design and operationalize scalable co-sell programs that increase partner-sourced and partner-influenced ARR.

· Standardize repeatable enterprise sales plays to increase win rates and expand deal size.

· Embed strategic partners into account planning for priority global and regional enterprise accounts.

· Identify and activate high-value joint pursuits that unlock new logo acquisition and account expansion.

3. Revenue-Driven Co-Marketing & Market Positioning

· Partner with Marketing to create alliance-driven demand generation initiatives focused on pipeline creation and expansion revenue.

· Develop consistent joint value propositions and messaging frameworks across global markets.

· Oversee MDF strategy and investment alignment tied directly to measurable pipeline and revenue impact.

4. Strategic Relationship Management

· Lead global and participate in regional QBRs focused on revenue performance, pipeline health, and growth planning.

· Proactively manage escalations that impact strategic revenue outcomes.

5. Global Field Activation & Sales Alignment

· Work with Field Partner Team to develop alliance-driven sales plays that generate incremental ARR and expand enterprise footprint.

· Drive regional alignment and adoption of global alliance programs.

· Standardize workflows and engagement models that reduce friction and increase velocity in joint selling.

Success Metrics

· Partner-sourced and partner-influenced ARR

· Growth in joint pipeline coverage

· Increase in average deal size (TCV)

· Enterprise account expansion revenue

· Win rate improvement in strategic pursuits

· Global program adoption and regional consistency

· Executive relationship strength and strategic alignment

Qualifications

· 5+ years in strategic alliances, partner sales, enterprise sales, or ecosystem leadership

· Proven track record of driving measurable ARR growth through global strategic partnerships

· Experience facilitating global co-sell motions across regions

· Ability to align Sales, Marketing, Product, and regional teams around revenue objectives

· Experience working with global technology ecosystems, ISVs, GSIs, or hyperscalers preferred