Partner Development Manager

AI & Frontier Partner Transformation Lead the shift of your SSP/SI partners into Frontier partners: AI-first businesses with strong practices across Copilot, agents, Azure AI, Data, Apps and Security. Help partners design, package and bring to market repeatable, profitable AI solutions and managed services. This covers AI readiness assessments, data platform modernization, agent development and Copilot adoption, all tied to clear business results. Push partners to use AI internally first ("Customer Zero"), so they sell from real experience and can show the value of AI to customers. Build partners' technical and delivery capacity in AI and cloud through designations, specializations, advanced certifications and focused skilling programs. Run a disciplined, data-driven rhythm of business: monthly and quarterly business reviews, executive governance, pipeline reviews and forecast accuracy. Act early on risks and gaps so you consistently meet or beat targets. Coordinate internal teams, including partner solution architects, partner marketing, deal acceleration and program teams, so they focus on the opportunities that matter most. Lead with a growth mindset, a "learn-it-all" attitude and a sense of urgency. Bachelor's degree in Business, Engineering, Computer Science, Marketing or a related field, AND 15+ years in technology sales, channel sales or partner development. OR equivalent experience. Deep channel experience managing resellers, system integrators or managed service providers, with a strong grasp of partner business models and channel economics. A proven record of beating revenue, consumption and pipeline targets by selling through and with partners. Strong sales execution skills: pipeline management, forecasting, deal strategy, closing, and co-selling with a direct sales force. Strong knowledge of AI and cloud (generative AI, agents, Copilot, Azure, Data and Security), with experience helping partners build and launch AI and cloud practices. Strong business and financial skills, including business cases, pipeline and revenue analysis, and getting a return on partner investments. Executive presence and the ability to influence C-level leaders without formal authority. Strategic thinking, with the discipline to turn strategy into day-to-day execution. A strong network in the Kenyan and East African technology ecosystem, and willingness to travel across the region.