VP, Strategic Partnerships & Alliances

The Partner Manager owns the commercial activation and day-to-day health of ICP's strategic technology partner ecosystem. The role exists to turn strong technology relationships into repeatable go-to-market motions, qualified pipeline and new enterprise opportunities for ICP.

TIS will help identify and qualify the technologies and new partners that matter to ICP's solutions and clients. Once a partner is selected, the Partner Manager takes the lead in operationalising the relationship: building connections from executive leadership through field sales, creating joint business plans, aligning target accounts, activating co-sell motions and making it easy for both organisations to work together.

This is a commercial, field-facing role rather than a partner-administration role. The Partner Manager is expected to be a helping hand to ICP's sales teams: opening doors, creating introductions, bringing partner intelligence into account strategy, coordinating joint pursuit activity and generating top-of-funnel momentum through co-marketing and ecosystem activity.

The role also connects partnership ambition to delivery readiness. Working with TIS, Solution Specialists and Delivery, the Partner Manager ensures ICP maintains the knowledge, certifications, relationships and visibility into partner roadmaps required to credibly sell, implement and support partner technologies for global enterprise clients.

The Partner Manager will also play a key role in developing the ecosystem around Ponseta, ICP's proprietary metadata automation technology. Ponseta helps enterprise organisations migrate, enrich, optimise and automate metadata — both during platform migrations and as an ongoing capability to maintain metadata quality and readiness for emerging use cases such as AI-powered discovery, AEO and GEO.

Working closely with Technology & Innovation Services (TIS), the Partner Manager will help identify technology companies where integrations with Ponseta can create mutual client value, establish the relevant product and commercial relationships, and help turn those relationships into scalable integrations, marketplace presence and joint go-to-market opportunities.

WHERE THE ROLE SITS

The Partner Manager sits within the Growth team and acts as the commercial owner of ICP's partner relationships. TIS owns the technology perspective: identifying relevant platforms, assessing strategic fit, developing technical capability and bringing potential new partners to the table. The Partner Manager converts that technical alignment into an active commercial ecosystem

The role works across New Business and Client Growth rather than owning end-client opportunities independently. Sales retains ownership of the client opportunity and booking; the Partner Manager owns the partner motion around it - introductions, co-sell alignment, joint account planning, partner influence and partner-sourced pipeline. HubSpot remains ICP's commercial system of record, with partner attribution and influence captured consistently.

KEY RESPONSIBILITIES

Build and manage strategic partner relationships

• Own the 360-degree commercial relationship with an assigned portfolio of strategic technology partners, building trusted relationships across partner executives, alliance teams, field sellers, solution consultants, customer success, professional services and marketing.

• Translate ICP's value proposition into a clear reason for partners to engage: ICP as an enterprise services partner spanning advisory, operating model and process design, technology implementation, managed content services and studios across the content lifecycle.

• Establish joint annual / quarterly business plans with priority partners, including target markets, joint propositions, pipeline objectives, enablement priorities, marketing activity and executive engagement.

• Run a structured governance cadence including pipeline calls, account-mapping sessions, quarterly business reviews and executive sponsor meetings; identify underperforming relationships early and course-correct.

• Act as the primary internal point of coordination for partner organisations and make ICP easy to navigate and do business with.

Create partner-sourced and partner-influenced pipeline

• Carry clear partner-sourced and partner-influenced pipeline objectives and build sufficient coverage against agreed targets.

• Work with partner field sales teams to identify shared accounts, whitespace and new-logo opportunities; facilitate account mapping, territory alignment and warm introductions between partner sellers and ICP's Client Growth / New Business teams.

• Develop repeatable co-sell plays and practical partner playbooks so field teams understand when to bring ICP into an opportunity, which ICP solutions to position and how the joint proposition creates value for the client.

• Support live pursuits by coordinating partner participation, deal registration where relevant, executive alignment, solution input and joint client activity - while keeping the ICP sales owner accountable for the opportunity and close.

• Track partner attribution, influence, next steps and pipeline progression in HubSpot; prevent channel conflict through clear account ownership and transparent communication.

Activate joint go-to-market and demand generation

• Partner with Marketing to build and execute joint demand-generation plans: webinars, email campaigns, thought leadership, customer stories, field events, roundtables, partner conferences and targeted account-based campaigns.

• Build a rolling calendar of partner moments and ensure activity is tied to specific audiences, target accounts and pipeline outcomes rather than standalone marketing activity.

• Identify opportunities for joint propositions, packaged services, accelerators and customer success stories that make ICP easier for partner field teams to position.

• Coordinate ICP presence in relevant partner events, communities and marketplaces and make effective use of available co-marketing resources, MDF or partner program benefits where applicable.

• Measure the commercial return of partner marketing activity and continuously focus investment on the motions that create qualified conversations and pipeline.

Drive enablement, certification and delivery readiness

• Work with the Solution Specialists, Marketing, TIS and Delivery leadership to define the capability ICP needs for each strategic partner: sales knowledge, solution expertise, implementation skills, certifications and customer references.

• Maintain a current view of certification requirements and coordinate training plans so ICP meets partner program requirements and has credible capacity to sell and deliver.

• Ensure Client Growth, New Business, Solution Specialists and relevant Delivery teams understand partner positioning, differentiators, sales plays and when to engage each partner.

• Create regular mechanisms for partner product, roadmap and solution updates; connect the right partner product and technical leaders with ICP practitioners and pre-sales teams.

• Feed partner roadmap changes, program changes, market intelligence and emerging opportunities back into TIS, Solution Specialists, Marketing and Sales so ICP can adapt its propositions and investment priorities.

Develop and onboard new partners with TIS

• Work with TIS as it identifies technologies and potential partners that strengthen ICP's end-to-end proposition; assess the commercial opportunity, ecosystem reach, client relevance and mutual go-to-market potential.

• For approved new partners, define the engagement model and move the relationship from introduction to activation: executive sponsors, agreements, joint proposition, field alignment, enablement, certifications, marketing and initial target accounts.

• Prioritise depth over logo collection. Recommend investment, incubation, acceleration or de-prioritisation based on strategic relevance, pipeline contribution, delivery fit and reciprocal commitment.

• Maintain a clear partner portfolio view by solution area, geography, strategic tier and maturity.

Collaborate across ICP

• Operate as the ecosystem connector across ICP - Growth, TIS, Solution Specialists, Delivery and Marketing - bringing the right people together around partner opportunities without becoming a bottleneck.

• Be a proactive partner to Client Growth Directors and New Business: bring relevant partner intelligence, introductions, events and joint ideas into account and territory planning rather than waiting for requests.

• Work with Solution Specialists and TIS to ensure joint propositions are commercially compelling, technically credible and deliverable at target margin.

• Share wins, lessons, partner updates and field intelligence broadly so successful motions can be repeated across regions and accounts.

Pipeline, forecasting and HubSpot discipline

• Maintain accurate partner records, contacts, partner-sourced / influenced opportunities, next steps and forecasts in HubSpot.

• Provide a concise regular view of partner health: pipeline, bookings influence, introductions, active pursuits, marketing activity, enablement / certification status and risks.

• Use data to distinguish active, productive partnerships from passive relationships and focus time and investment accordingly.

• Maintain relevant partner portal, deal-registration and program information where required and ensure ICP receives the benefits and recognition it has earned.

Build the Ponseta technology ecosystem

• Partner with TIS to identify and prioritise technology companies where a Ponseta integration creates meaningful client, product and commercial value — particularly across DAM, PIM/PXM, CMS, Digital Shelf, Creative Operations, AI/search and adjacent enterprise marketing technologies.

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