Regional Partner Manager, Capgemini

Regional Partner Manager, Capgemini

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Job Description

The Partner Manager for the Region (Capgemini) will be responsible for leading and scaling a strategic GSI alliance. This critical, high-visibility role requires a seasoned leader to own the joint Go-to-Market (GTM) strategy, drive revenue, ensure field sales alignment, and manage the overall health and success of the partnership in the Americas region. This role requires a blend of strategic planning, deep partner relationship management, and hands-on operational execution to convert alliance initiatives into measurable revenue and pipeline growth.

Key Responsibilities

• Strategic Alliance Management & Planning
• Joint GTM Ownership : Develop and execute the comprehensive joint GTM strategy for the assigned GSI partner(s) across the Americas, ensuring alignment with both company and partner business objectives.
• Business Planning : Own the annual and quarterly joint business planning process (JBP), including setting shared revenue targets, developing pipeline forecasts, and securing executive sign-off from both organizations.
• Solution Development : Work with partner practice leaders and internal product / solution teams to co-develop, package, co-sell and bring to market new, high-value industry solutions built on our platform.
• Sales and Revenue Execution
• Pipeline Generation : Drive collaborative pipeline generation efforts, focusing on "hunting" new joint accounts, improving early deal qualification, and increasing the number of co-sold opportunities.
• Field Engagement : Establish and manage formal operating cadences (e.g., QBRs, weekly pipeline reviews) with regional partner sales leaders and direct sales teams to ensure effective handoffs, territory mapping, and account planning.
• Deal Acceleration : Directly support the largest and most strategic joint deals, acting as the partnership expert to navigate complex sales cycles, negotiation, legal, and deal desk processes.
• MSP Management : Drive success within any Managed Service Provider (MSP) programs, ensuring early deal registration, renewal management, and adherence to operational standards.
• Enablement and Readiness
• Executive Sponsorship : Cultivate strong, trusted relationships with key partner executives (e.g., VPs, Presidents of Americas Sales, Practice Leads) to secure top-down support, resolve escalations, and unlock new opportunities.
• Sales Enablement : Lead enablement sessions for both the GSI's sales force and internal regional teams, ensuring they can effectively articulate the joint value proposition, target accounts, and qualify opportunities.
• Cross-Functional Alignment : Act as the internal champion and primary point of contact for the GSI, orchestrating resources across Marketing, Product, Engineering, and Global Alliances teams to ensure regional needs are met.
• Operational Excellence and Accountability
• KPI Tracking : Be accountable for key performance indicators (KPIs) including partner-influenced revenue, co-sell pipeline, certifications and accreditations achieved, and new solution launches.
• Process Improvement : Drive continuous improvement in joint selling processes (e.g., deal registration, handoffs, qualification) to increase efficiency and maintain a high standard of partner engagement.

Qualifications

To be successful in this role you have