European Alliance Manager

Key Responsibilities

• Develop and manage strategic alliances across Europe
  Build and nurture strong, productive relationships with key technology partners, ensuring alignment between partner strategies, roadmaps, and Fujitsu’s portfolio and business objectives.
• Drive joint go‑to‑market (GTM) initiatives
  Design, launch, and manage joint GTM and co‑selling programs with partners, including defining target customer segments, developing joint value propositions, and supporting pipeline and revenue generation across Europe.
• Coordinate solution and portfolio alignment
  Act as the primary interface between partners and internal portfolio, delivery, and service line teams. Align partner technology roadmaps with Fujitsu’s development priorities to create differentiated joint solutions.
• Support sales execution and co‑selling
  Work with partners to define joint account and prospect strategies. Enable effective co‑selling by coordinating technical support, partner engagement, and internal stakeholders to support deal progression and delivery readiness.
• Enable internal teams across Europe
  Develop and execute enablement plans for sales, pre‑sales, and delivery teams, ensuring access to training, certifications, partner programs, and relevant resources. Share best practices across countries and teams.
• Manage partner programs, funding, and status
  Maintain and develop partner status levels (e.g. Gold, Premier). Secure, manage, and track partner marketing and incentive funding to support demand generation and capability development initiatives.
• Collaborate on marketing and demand generation
  Work closely with European marketing teams and partners to align messaging and execute joint campaigns, events, webinars, and other demand‑generation activities.
• Track performance and governance
  Define, monitor, and analyse KPIs for the alliance portfolio, including pipeline, influenced revenue, joint opportunities, certifications, and program participation. Support regular internal and partner business reviews.
• Identify and onboard new partners
  Proactively identify, evaluate, and onboard new partners where capability or portfolio gaps exist, including niche or emerging technology partners that strengthen the overall ecosystem.

Measurement

Success in this role will be measured through:

• Growth of partner‑influenced pipeline and revenue across Europe
• Number, quality, and progress of joint GTM initiatives and co‑selling opportunities
• Achievement and maintenance of targeted partner status levels
• Effective utilisation and ROI of partner funding and incentive programs
• Certification levels, skills development, and enablement adoption within sales and delivery teams
• Partner satisfaction and strength of working relationships
• Contribution to portfolio differentiation and solution development through alliances

Skills

• Proven experience in alliance, partner, or ecosystem management within a technology or IT services environment
• Strong understanding of cloud, infrastructure, and digital services ecosystems (e.g. cloud platforms, data, security, hybrid IT)
• Experience designing and executing joint GTM and co‑selling initiatives
• Ability to work effectively across multiple countries, cultures, and stakeholders in a matrix organisation
• Solid commercial acumen, with the ability to translate strategy into measurable outcomes
• Strong communication and stakeholder‑management skills, both internally and externally
• Comfortable working with sales, marketing, delivery, portfolio, and procurement teams
• Analytical mindset with experience defining and tracking KPIs and business performance
• Self‑driven, collaborative, and structured, with the ability to manage multiple initiatives in parallel