National Alliance Program Manager

The Role:

As the National Alliance Program Manager, you will play a crucial role in overseeing and optimising partnerships with our local strategic and aligned vendors (excludes global strategic vendors Cisco and Microsoft). You will be responsible for cultivating and managing relationships with our key vendors, ensuring joint success through a strategic approach by shaping and implementing initiatives. 

This position offers a unique opportunity to contribute to the growth and development of our alliance ecosystem, showcasing a balance of operational efficiency and strategic foresight. The role is commercially accountable, driving pipeline creation, revenue impact, and margin optimisation through joint go-to-market (GTM) execution. 

The Person:

• Commercial and data-driven program manager.

• Happy to get 'hands-on' in driving programs forward.

• Enjoy constructing and communicating a vision, and taking people on a journey. 

• Excited by working with partners to co-create a roadmap for joint solutions. 

• Strong ability for strategic foresight. 

• Confident liaising with multiple internal and external stakeholders to create joint solutions.

Accountabilities:

Partner Relationships 

• Build and maintain strong relationships with our vendors, serving as a liaison between Logicalis and the partner ecosystem. 

• Facilitate senior stakeholder engagement, including Executive Business Reviews (EBRs), to strengthen alignment and unlock co-investment opportunities. 

Vendor Solutions 

• Collaborate with internal and vendor teams to identify and develop solution opportunities for existing and prospective customer needs. 

• Align vendor strategy with customer priorities and Logicalis’ growth objectives, particularly in annuity and managed services. 

Go-to-Market Campaigns 

• Lead planning and execution of joint GTM campaigns, working with Marketing to deploy MDF effectively across customer events, digital campaigns, and thought leadership initiatives. 

• Ensure campaigns are tied directly to pipeline creation, revenue growth, and ROI. 

Vendor Program & Alliance Management 

• Drive vendor partnership success by delivering comprehensive enablement (training, playbooks, workshops) to sales and pre-sales teams on the latest solutions and positioning. 

• Ensure full compliance with vendor certification and incentive programs to maintain partnership status and maximise commercial benefits, including rebates and deal registration. 

• Provide commercial oversight and collaborate with internal stakeholders to streamline the quote-to-cash process, ensuring timely closure and collection. 

Logicalis Partner Program 

• Ensure compliance with Logicalis’s Partner Program, progressing joint business plans and sales enablement workshops. 

• Lead the quarterly Partner Program Review, assessing vendor performance across revenue, rebates, program attainment, and customer success. 

• Report findings to leadership and recommend actions to strengthen ecosystem performance. 
  

Your Experience:

• Ideally, from within the IT services space, with significant exposure to service providers or vendors working in the Cloud, Network, Security and Modern Workspace environments.  

• Strong knowledge and experience in multiple vendor licensing, solutions, and technologies. 

• Excellent understanding of the Vendor ecosystems, partner network and channel program. 

• Proficiency in working with the vendor program portals. 

• Working knowledge of financial concepts related to deal & contract structure  

• Proven track record in engaging with stakeholders internally and externally and supporting Operational sales teams. 

• Exceptional communication and interpersonal skills, with the ability to effectively present and articulate complex concepts. 

• Self-motivated and results-oriented, with the ability to work collaboratively in a fast-paced environment. 

Most importantly, you are Confident, Capable, Curious and Customer Obsessed. Being Confident means presenting your opinions or admitting when you don't have the answer. Being Capable means having the skills you need to succeed, and able to learn the ones not yet in your wheelhouse. Being Curious, your thirst for knowledge and self-improvement, your comfort in boldly questioning the status quo, and leaving ‘artificial harmony’ at the door help define you. Being Customer Obsessed, means placing the customer at the heart of every decision, action and strategy. It’s about deeply understanding customer needs, anticipating challenges, and continuously innovating to deliver exceptional experiences.