Job Role- Alliance business development Partner

Location- Kuala Lumpur, Malaysia

Experience- 10+ Years

Salary- Up To- 30K MYR

Notice- Max 60 Days

Job Description

Alliance Partner

Role Summary

The Alliance Partner Manager is responsible for driving partner‑led growth for Malaysia by managing strategic alliances with global technology, platform, and ecosystem partners. The role focuses on joint go‑to‑market execution, revenue acceleration, solution co‑creation, and market expansion across priority industries including Energy, BFSI, Manufacturing, Public Sector, and Digital Services.

This role acts as the primary interface between company Sales, Delivery, Industry Units, and Global Partner Teams, ensuring alignment to company growth strategy and Malaysia market priorities.

Key Responsibilities

Alliance Strategy & Governance

Define and execute Malaysia‑specific alliance strategy aligned to APAC and Global Partner programs
Own partner annual business plans (ABPs), joint targets, and operating cadence
Establish governance, performance reviews, and escalation mechanisms with partners
Align partner priorities with industry verticals and large accounts

Revenue Growth & Go‑To‑Market

Drive alliance‑sourced and alliance‑influenced revenue
Partner with sales teams to identify, qualify, and pursue joint opportunities
Enable co‑sell, co‑market, and co‑innovate motions across key accounts
Support large deal pursuits, RFPs, and strategic bids with alliance leverage

Partner Relationship Management

Act as single point of accountability for assigned strategic partners in Malaysia
Build and manage senior‑level relationships (Country Heads, Partner Directors, Product Leaders)
Manage partner performance, satisfaction, and long‑term roadmap alignment
Represent TCS Malaysia in partner councils, executive briefings, and regional forums

Solution & Offering Development

Collaborate with Company Delivery Units, COEs, and Industry Teams to build joint offerings
Support development of industry‑specific solutions, accelerators, and IP
Enable pilots, PoCs, and lighthouse deals leveraging partner platforms
Ensure readiness on partner certifications, enablement, and compliance

Enablement, Marketing & Reporting

Enable sales and delivery teams on partner value propositions and differentiators
Coordinate joint marketing campaigns, events, and demand‑generation initiatives
Provide leadership dashboards covering pipeline, revenue, and partner health
Ensure alignment with TCS internal governance and audit requirements

Key Performance Indicators (KPIs)

Alliance‑sourced and influenced revenue (Malaysia)
Qualified pipeline value and win rate
Number of active joint pursuits and strategic wins
Partner satisfaction and engagement score
Sales and delivery enablement coverage

Experience & Qualifications

Required Experience

10–15+ years of experience in alliances, partnerships, sales, or business development
Strong background in IT services, digital transformation, cloud, or BPS ecosystems
Proven experience managing global technology partners
Exposure to Malaysia / ASEAN enterprise market
Experience working with CXO‑level stakeholders and large accounts

Skills & Competencies

Strong commercial and deal‑shaping capability
Executive communication and stakeholder management
Strategic thinking with strong execution discipline
Ability to work across sales, delivery, marketing, and leadership teams
Data‑driven mindset with strong reporting and governance skills

Preferred Qualifications

Experience managing alliances with AWS, Microsoft, Google Cloud, SAP, Salesforce, ServiceNow, Oracle, or similar partners
Prior experience in a large global SI / consulting organization
MBA or equivalent business qualification
Partner certifications or alliance program exposure

Strategic Alliances Manager

Head of Business Process Services