Partner Manager

Role Overview

iHorizons is seeking a Partner Manager to shape and execute its partnership approach. The position focuses on finding, assessing, negotiating, and formalizing new alliances that support the company’s direction. It also includes managing partner relationships, helping generate business through the partner network, and overseeing compliance and administrative requirements linked to partnerships.

This is an onsite position in Doha, Qatar.

Reporting Line

The role reports to the Director – Service Development and Delivery.

Core Objectives

• Create and implement a partner strategy that balances long-term strategic alliances with opportunity-led partnerships.
• Source, evaluate, recommend, negotiate, and close new partnerships aligned with company priorities.
• Develop and sustain partner relationships to increase collaboration and unlock business opportunities.
• Keep partnership obligations on track, including certifications and other administrative responsibilities.
• Use partnerships to support revenue growth, market expansion, and business development.
• Continuously look for ways to lower partner-related costs.
• Take ownership of annual partner-led revenue goals, including pipeline creation, influenced revenue, and closed business.
• Measure and distinguish between partner-sourced and partner-influenced revenue.

Partnership Strategy Development

• Study market movements and competitor activity to build a well-rounded partnership plan.
• Spot potential strategic partners and assess how well they fit iHorizons’ goals.
• Decide on the right balance between strategic and opportunistic partnerships to support growth.
• Set partnership objectives, KPIs, and execution plans through to completion.
• Work with internal teams to ensure the partnership plan aligns with broader business goals.

Partner Identification, Assessment, and Negotiation

• Research and identify partnership opportunities that match the company’s strategic direction.
• Identify solution gaps and bring in partners that can help fill them.
• Assess potential partners by reviewing capability, market reach, and overall fit.
• Carry out due diligence, including financial review and risk evaluation.
• Present selected partners for leadership approval.
• Draft and negotiate partnership terms, conditions, and performance measures.
• Partner with legal and finance teams to keep agreements compliant and commercially sound.

Relationship Management and Business Generation

• Build strong, long-term relationships with partners to encourage cooperation and shared growth, including regular in-person visits, ongoing communication, and participation in their activities so iHorizons is positioned as a preferred partner in Qatar and potentially the wider region.
• Maintain regular contact to uncover opportunities and resolve partner concerns.
• Support partners with guidance and resources to help them create business.
• Track partner performance against agreed KPIs and put improvement plans in place when needed.
• Work closely with sales, marketing, and delivery teams to use partner relationships for lead generation and customer acquisition.
• Maintain a consistent level of joint public activity such as events, seminars, and marketing initiatives.

Revenue and Growth Ownership

• Develop and maintain a pipeline built from partner-led opportunities.
• Co-manage opportunities with Sales and strengthen partner attach rates, including deals involving vendors such as Microsoft and Google.
• Create joint go-to-market plans with priority vendors and partners.
• Enable co-selling with vendor sales teams through account mapping and joint pipeline reviews.
• Set up quarterly business reviews with key partners.
• Maintain account mapping and executive-level alignment.
• Track how much revenue partners contribute to the business overall.
• Protect profitability through incentives and smart partner engagement.

Partner Compliance and Administration

• Make sure all partnership obligations are met, including certifications and training requirements.
• Handle partner administration such as contract renewals and terminations.
• Keep accurate records of agreements, milestones, and key partner contacts, and maintain all related documentation.
• Coordinate with internal teams to provide partners with the support and resources they need.
• Monitor adherence to legal, regulatory, and ethical standards.

Vendor Program and Tier Management

• Improve and maintain the company’s status within vendor programs such as Microsoft Solutions Partner designations, Oracle Partner Network levels, and Google Partner tiers.
• Ensure vendor KPIs, including certifications, consumption, and revenue thresholds, are achieved to unlock incentives.

Incentives, Rebates, and Funding

• Maximize available vendor value, including marketing development funds, rebates, incentives, and deal registration benefits.
• Optimize partner profitability rather than focusing only on topline revenue.

Internal Enablement

• Equip sales and delivery teams with knowledge on partner solutions, vendor offerings, and competitive positioning.
• Organize internal training sessions and certification programs.

Other Responsibilities

• Stay current on industry developments, market shifts, and new partnership opportunities.
• Prepare regular reports and analysis on partnership performance and return on investment.
• Work with cross-functional teams to improve partnership processes and support innovation.
• Represent the company at industry events, conferences, and networking activities.
• Support additional business development initiatives as needed.

KPIs

• Revenue generated from partners
• Partner-sourced pipeline value
• Number of active joint opportunities
• Certifications completed
• Improvement in vendor tier or status
• MDF utilization rate
• Number of joint go-to-market activities

About iHorizons

iHorizons is a Qatar-based regional technology consulting company with 30 years of experience and around 250 technology professionals supporting enterprise customers with mission-critical applications. The company delivers services across digital transformation consulting, enterprise solutions, software development, cloud infrastructure, research and development, systems integration, e-commerce solutions, and artificial intelligence.

The organization has evolved into an AI-focused business, investing in machine learning capabilities and practical AI use cases for a wide range of industries. Its success is measured by the positive impact delivered to clients, employees, shareholders, partners, and communities.

Role Nature

This position is full-time and onsite in Doha.