Job Description

• Establish and maintain top-level relationships with OEM and Provider Partner leadership teams

• Deep understanding of partner tiering requirements, partner competency programs, and technical certification programs

• Proven successful partner management experience with a Technology company or Technology channel partner company

• Strong executive relationship building skills

• Experience managing distribution partners including commercial negotiation, agreement coordination, and performance accountability

• Ability to work under uncertainty and incomplete data sets

• Strong organizational and communication skills (written, verbal, presentation)

• Strong project management skills with ability to simultaneously manage multiple projects.

• Understanding of 1 or more Asian language would be an advantage

• Experience with cyber security, AI, networking, cloud, data center markets/ecosystem would be an advantage

#LI-PR1

Qualifications

• Owns the partner strategy direction and ensures business plans are continuously updated with input and alignment from all relevant internal and external stakeholders

• Understands short/long term goals of Partner Strategy; holds accountability for commitments against fiscal targets and analyzes success/completion of each goal

• Evaluates and prioritizes new technology partnership opportunities that align with WWT’s regional growth strategy and profitability objectives

• Develops a deep understanding of WWT’s go-to-market strategy across all solution areas and effectively communicates and positions WWT’s competitive differentiators to partners and internal stakeholders

• Manages partner program investments including rebates, incentives, MDF, funded headcount, and MOUs; tracks program utilization and maximizes benefit realization aligned to go-to-market priorities

• Leads negotiation and execution of OEM reseller and distribution agreements, engaging internal legal, finance, and operations stakeholders to drive timely completion and favorable commercial outcomes

• Tracks measurable numbers (revenue, costs, budgets, payments, distribution) -- communication/adjust as necessary

• Understands and communicates overall requirements & expectations of Partner (KPI’s, Metrics, Activities, etc.) to relevant internal stakeholders

• Collaborates continuously with the Global Engineering, sales Organization, business development, partner operations, and Corporate Marketing teams

• Plans, co-leads, and presents results of Quarterly Business Reviews, reporting progress on business plan objectives and recommending actions to leadership

• Manages preferred distributor relationships within their assigned market, including OEM-distributor routing decisions, commercial term negotiations, and distributor performance tracking

• Maintains the local OEM-distributor capability matrix, ensuring sourcing routes and partner assignments are accurate and current

• Manages distributor and OEM onboarding within their market, including partner program applications, compliance vetting, and local entity and import requirements

• Supports continuous improvement of OEM and distribution partner operational processes in-market, contributing to regional operations efficiency and scale

• Supports partner enablement activities including training, certification, and onboarding to ensure effective solution delivery to WWT customers

• Creates best practices and associated content and present concepts to peers in team meetings