AVP-Strategic Partnerships

Job Description

Responsible for translating complex technology into customer outcomes, shaping high-value opportunities early with BD, Presales and Sales, and ensuring the successful adoption of the partner’s product portfolio within the B2B segment. The ultimate KPI is the delivery of IOH Business realized revenue aspirations and product sales targets

Resposibilities:

• Define and execute joint GTM priorities: Convert high-level partner strategies into actionable quarterly plans, priority sales plays, and account-focus lists to drive revenue realization.
• Incubate and shape high-value opportunities: Lead early customer discovery sessions to validate business outcomes, identify stakeholders, and build a clear value storyline before the formal proposal stage.
• Translate architecture into business value: Demystify complex technical principles (Networking, Cloud, Security, and AI) into business-ready narratives that focus on ROI, TCO, and customer pain points.
• Support Sales, Presales, and Product teams: Act as a "Deal Shaper" to define solution direction, scope, and commercial approach early so opportunities are proposal-ready and deliverable.
• Activate partner commercial levers: Manage and deploy partner program benefits, deal registrations, rebates, and special pricing motions to improve competitiveness and protect margins.
• Drive internal Sales enablement: Build and maintain sales-ready toolkits (playbooks, battlecards, and discovery guides) and run deal clinics to simplify SI complexity for internal sales teams, including newbies.
• Own partner-led pipeline governance: Maintain high-integrity pipeline data, ensuring stage discipline, risk tracking, and accurate revenue/product adoption forecasting for leadership.
• Establish structured partner cadence: Maintain a healthy relationship with the Global Tech Principal's team to ensure expectation alignment and timely resolution of operational roadblocks.
• Validate solution logic: Handle key technical objections at an architectural level to ensure the solution is fit-for-purpose, without requiring hands-on engineering or configuration. 

Qualifications: 

• Bachelor’s degree in engineering, Computer Science, Information Systems, or Business; Master’s degree preferred.
• Background in Sales Specialist, Presales, or Solution Architect roles with a strong commercial and revenue orientation.
• Professional certifications from major Global Technology OEMs or business value certifications are viewed favourably.
• 6+ years of experience in the System Integration (SI) or enterprise solutions ecosystem.
• Proven experience in partner-led opportunity shaping and managing multi-stakeholder customer engagements.
• Experience in translating technical roadmaps into "As-a-Service" or subscription-based commercial models.