Alliances & Strategic Partnerships Lead

VP - Alliances & Strategic Partnerships Lead

About the team and role

At Coforge, we bring together frontier AI, cloud and data platforms with industry expertise, advisory practices, forward-deployed engagement and AI-first engineering to help clients reimagine their people, processes and products. Our Ecosystems & Partnerships team works across hyperscalers, AI labs and enterprise technology partners to turn that ambition into production AI, measurable client outcomes and compounding growth.

We connect strategy and investment with joint solutions, commercial execution and delivery, building businesses across company boundaries. Join us to shape what comes next and help bring it to life with clients and partners.

You will lead partner-led business in the UK, bringing the right combination of cloud, data, AI and enterprise platforms to client opportunities. The starting assignment is partner-agnostic UK coverage; wider European responsibilities will be defined with the business. If you enjoy figuring out what a client should build, getting the right people in the room and turning a good idea into a working business, there is plenty here to get your teeth into.

What you will do

• Build a focused partner plan around client problems, named accounts, offers and measurable commercial outcomes. Decide where to spend time and what to stop.
• Develop relationships across partner sales, technical and business teams. Bring the right people into an account or pursuit and keep them engaged through the next decision.
• Lead partner-led pursuits with Coforge account and practice leaders, from qualification and solution development through proposals, negotiation and close. Own the partner contribution and the follow-through.
• Work with engineering and delivery teams to turn partner technology and industry knowledge into offers that Coforge can deliver. Test demand, delivery capacity and economics before scaling.
• Work with Coforge and partner client teams to advise on best practices and value considerations for buying and deploying solutions directly with an AI lab or through a hyperscaler platform, including eligible marketplace offers. Shape outcome-based proposals where appropriate. Work through co-sell incentives, private offers, funding, contracting and delivery responsibilities with the relevant teams.
• Lead with AI and agent outcomes, then work through the cloud, data, integration and security needed for production. Evaluate model usage, deployment and support costs alongside Coforge services revenue and margin. Validate commitment eligibility and commercial terms for each offer.
• Maintain a credible forecast and run business reviews that lead to decisions. Keep pipeline, bookings, revenue and platform usage distinct.
• Stay close to delivered work. Turn verified client outcomes into reusable offers, references and lessons for the next pursuit.
• Coordinate with the relevant partner leads so UK account plans benefit from the wider relationship. Build multi-partner propositions where the client outcome calls for them.
• Typically 8+ years in technology services, enterprise technology sales, business development or alliances, including 3+ years owning an alliance or partner-led commercial outcomes. Candidates who demonstrate equivalent scope and results in fewer years will be considered.
• Deep knowledge of AWS, Google Cloud and Microsoft, with demonstrated joint sales and go-to-market experience across joint account planning, co-selling, marketplaces, partner funding and field engagement. Understand cloud adoption, modernization and services economics, and translate that knowledge into client opportunities and a growing UK business.
• Fluency in enterprise AI and agents, including OpenAI, Anthropic, Gemini, xAI/Grok, Mistral, NVIDIA and open-weight models. Understand their capabilities, deployment choices and commercial implications, and how they connect to cloud platforms and client priorities.
• Demonstrated success creating and converting joint pipeline into signed services work. Explain your role from account selection and qualification through proposal, negotiation and close.
• Experience building relationships with partner field sellers, partner leadership and client executives, and mobilizing them around specific account opportunities.
• Experience building joint offers, field enablement and account plans with sales, marketing, practice and delivery teams. Show evidence of measurable commercial results.
• People leadership experience, including hiring, coaching and developing teams, setting clear expectations and managing performance. Build through influence across sales, practices and delivery, with the ability to lead a dedicated team as the business grows.
• Experience owning a P&L or substantial commercial targets, including revenue, margin, forecasting, investment planning and delivery economics. Make sound decisions about where to invest, which opportunities to pursue and how to grow profitably.
• Technical fluency across cloud, data and enterprise AI: explain the platform, architecture choices, security and data considerations, adoption path and delivery implications in business terms. Work credibly with architects and engineers.
• Fluent business English, spoken and written. You must be able to lead client and partner discussions, present a business case, write a clear plan and handle questions without relying on prepared scripts.
• Hold a current, verifiable AI certification relevant to the assignment before hire, from AWS, Google Cloud, Microsoft or another issuer accepted by the hiring manager. Maintain role-relevant cloud credentials. Course attendance and training badges alone do not meet this requirement.
• A bachelor’s degree or equivalent relevant professional experience.

Preferred qualifications

• Credible relationships and commercial experience in the UK enterprise technology-services market; confidence representing Coforge in client and partner executive conversations.
• Relevant graduate study, including an MBA, and advanced technical certifications are weighted favorably.
• Experience building a partner-led business in established and new markets, developing partner field relationships, shaping industry propositions and turning joint account plans into signed work. As our first dedicated Alliance Lead in the UK, bring the initiative and judgment to establish the market, set priorities and build the foundation for a larger team.
• Experience building a joint client proposition across an AI lab, a hyperscaler and a services firm, including marketplace transactions or co-sell execution.
• Use AI and agents in your own work. Show a workflow you personally built or configured, the tools and context it uses, how you evaluate results, where a person makes the decision and how you recover from failure. Explain the measurable improvement, including review effort and cost.

How we work

Regular Coforge office attendance and in-person work with clients, partners and colleagues are expected. The schedule should support London-area partner and client engagement. Expect approximately 25–50% travel as the assignment requires.

You will be accountable for the partner contribution and agreed business results. Work with account, practice and regional leaders on the decisions needed to deliver them, and make commitments within your delegated authority.

What good looks like

Partner participation improves account access, pursuit progression and signed services business. The market plan connects investment and capability to client demand.

Your first 90 days

Agree the initial UK account and partner priorities, build the stakeholder map, and establish the first joint account plans and pursuit reviews.

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