Alliance Partner Manager

Xtravirt are expanding their Alliance Partner team and are seeking an experienced Alliance Partner Manager. Reporting to the Head of Alliance Partnerships, the position is responsible for driving strategic relationships, establishing a strong foundation for pipeline growth and developing compelling go-to-market messaging. The successful candidate will represent Xtravirt within Partner Alliance and Management teams, build trusted relationships and ensure consistent communication of the Xtravirt value proposition.

Working closely with Sales Partner Managers, Go-to-Market teams, Marketing, and Technology teams, they will engage with alliance sales teams and leadership to identify, qualify, and progress joint opportunities.

Successful candidates will have worked within a Vendor or Channel Partner environment, managing strategic partner relationships. They will ideally have experience selling Cloud technologies and possess a broad understanding of services and managed services. In addition, they must demonstrate proven experience working with key vendors such as Broadcom, AWS, Google, Veeam, and Net App in a partner channel role. Strong presentation skills, excellent communication and negotiation abilities, and proficiency in MS Office Suite are essential.

Previous sales experience is advantageous, as the role requires influencing and promoting Xtravirt value proposition to the partner network.

• Act as the main point of contact for Alliance Partners.
• Build and maintain strong relationships at all levels within the Partner ecosystem.
• Develop and execute Partner Business Plans.
• Ensure Xtravirt remains compliant with Partner Program requirements.
• Collaborate with Business Development Managers to support pursuit campaigns and provide introductions as required.
• Identify advocacy opportunities early and drive engagement.
• Enable and support the Sales Team with Partner Incentives and Commercial programs to maximise benefits.
• Act as an escalation point for any partner challenges or issues.
• Work closely on joint marketing campaigns and events.
• Contribute to internal reporting and continuous improvement initiatives.
• Support enablement for S&A and PS teams on new technologies identified in the business plan.
• Establish cadence and manage Certifications and Accreditations requirements.

• Proven experience working with key vendors such as Broadcom, AWS, Google, Veeam, and Net App in a partner Alliance/channel relationship role.
• Strong presentation skills with the ability to deliver compelling messages to partners and stakeholders.
• Previous sales experience is essential, as the role requires influencing and selling the benefits of Xtravirt to the partner network.
• Proficiency in MS Office Suite (Word, Excel, PowerPoint, Outlook).
• Excellent communication and negotiation skills, both verbal and written.
• Evidence on achievement against previous targets and or KPI Metrics

• Relationship Management: Build trust and maintain long-term client relationships.
• Attention to Detail: Manage tasks accurately and follow through reliably.
• Problem-Solving: Proactively identify and resolve issues.
• Collaboration: Work effectively across commercial and delivery teams.
• Solution Knowledge: Strong understanding of private cloud offerings.
• Time Management: Prioritise and manage tasks in a fast-paced environment.
• Vendor Technologies: Understanding of VMware, Omnissa, Veeam, Net App, Google, AWS solutions/ licencing advantageous.