Role Purpose
We are looking for a commercially driven GTS Partner Manager to manage and develop the vendor and distributor ecosystem across APAC, supporting the successful enablement and execution of global deals in the region. The role is responsible for driving competitive and deliverable outcomes by leveraging vendor commercial programmes, supporting route-to-market decisions, and ensuring alignment across supply chain, commercial, and contractual requirements. This includes involvement across the full deal lifecycle, from early qualification and capability assessment through to solution structuring and in-region execution. The role also contributes to the expansion of supply chain and service capabilities, while ensuring compliance with vendor programmes, as well as adherence to Computacenter contracting standards and governance frameworks.
Job Description:
- Manage and develop strategic relationships with suppliers, vendors, and partners, including supporting the establishment and enablement of new capabilities to support GTS commercial objectives and successful deal execution across the region
- Develop and manage vendor commercial programmes, including pricing, rebates, incentives, and accreditations, to maximize commercial value for Computacenter while ensuring compliance with vendor programme requirements.
- Partner with International Business Enablement and Sales teams to support opportunities across the end-to-end sales lifecycle, including qualification, RFI/RFP responses, solution development, and route-to-market and sourcing approaches, ensuring successful enablement and execution of deals within the region.
- Engage with suppliers to negotiate favorable commercial and operational terms, enhancing programme effectiveness, profitability, and overall business outcomes. Leverage strong partner relationships to support sales growth and opportunity development.
- Provide commercial guidance and input into deal structuring, costing, pricing, and procurement approaches to ensure competitive, deliverable, and compliant solutions.
- Act as a key interface between internal stakeholders (Sales, Finance, Procurement, Legal, Operations) and external partners to drive alignment and support the resolution of issues impacting deal execution.
- Manage supplier contract activities, including contract renewals, updates, and alignment to Computacenter standards, policies, and governance requirements.
- Ensure adherence to group-wide processes, policies, and tools while driving continuous improvement and optimization of partner, commercial, and operational processes.
- Regional travel may be required occasionally.
WHO
Skills, Experience & Behavior:
- Proven experience in vendor / partner management or vendor-facing roles within an IT distributor, reseller, or channel environment
- Strong domain knowledge in at least one major IT vendor or product category (e.g. networking, security, data center), with hands-on experience working with vendor programmes, pricing structures, and solution positioning — preferably with vendors such as Cisco, Palo Alto, Fortinet, F5, or similar
- Good understanding of IT supply chain, distribution models, and commercial constructs, including pricing, rebates, and vendor programme mechanics
- Experience supporting opportunities across the sales lifecycle, including vendor engagement for pricing, solution input, and deal execution
- Familiarity with relevant commercial and vendor systems (e.g. Salesforce CPQ, SAP, or vendor platforms such as Cisco CCW or equivalent)
- Strong stakeholder management skills, with the ability to influence and align cross-functional teams and external partners to drive deal outcomes
