Vice President – Strategic Partnerships & Alliances

About ICP

ICP is a global leader in Content Operations, partnering with some of the world's most recognizable brands, including Unilever, Diageo, Coca-Cola, Mars, P&G, Starbucks, Coty, L’Oréal, NBCU, and Aetna. Our expertise spans content management, logistics, creative operations, production, and digital commerce enablement, ensuring a seamless flow of content across all systems and channels. We empower brands to achieve operational excellence and confidently manage their content. Content confidently.™

With offices in Atlanta, London, Mexico City, Mumbai, and Shanghai, we operate on a global scale, delivering world-class solutions that drive exceptional business outcomes.

Who We Are  

At ICP, our values define us: we are Curious, Focused, Creative, Trustworthy, and Inclusive.

We're A People First Company

At ICP, we provide benefits that matter to our people and enable us to be engaged both in and outside of work. We foster a culture where work/life balance is nurtured and encouraged, offering hybrid working, generous paid time off, paid holidays, volunteer time off, and Summer half-day Fridays.  We also take care of our people with competitive medical, dental, and vision benefits, mental health support, and a robust savings plan.

Bring the Confidence  

Are you a relationship-focused, driven professional with a growth mindset? Do you thrive on breaking through challenges and excelling in competitive environments? You're not expected to have all the answers, but your passion for uncovering solutions and building strong partnerships makes you the perfect fit for this role. We’d love to hear from you!

The Partner Manager owns the commercial activation and day-to-day health of ICP's strategic technology partner ecosystem. The role exists to turn strong technology relationships into repeatable go-to-market motions, qualified pipeline and new enterprise opportunities for ICP.

TIS will help identify and qualify the technologies and new partners that matter to ICP's solutions and clients. Once a partner is selected, the Partner Manager takes the lead in operationalising the relationship: building connections from executive leadership through field sales, creating joint business plans, aligning target accounts, activating co-sell motions and making it easy for both organisations to work together.

This is a commercial, field-facing role rather than a partner-administration role. The Partner Manager is expected to be a helping hand to ICP's sales teams: opening doors, creating introductions, bringing partner intelligence into account strategy, coordinating joint pursuit activity and generating top-of-funnel momentum through co-marketing and ecosystem activity.

The role also connects partnership ambition to delivery readiness. Working with TIS, Solution Specialists and Delivery, the Partner Manager ensures ICP maintains the knowledge, certifications, relationships and visibility into partner roadmaps required to credibly sell, implement and support partner technologies for global enterprise clients.

The Partner Manager will also play a key role in developing the ecosystem around Ponseta, ICP's proprietary metadata automation technology. Ponseta helps enterprise organisations migrate, enrich, optimise and automate metadata — both during platform migrations and as an ongoing capability to maintain metadata quality and readiness for emerging use cases such as AI-powered discovery, AEO and GEO.

Working closely with Technology & Innovation Services (TIS), the Partner Manager will help identify technology companies where integrations with Ponseta can create mutual client value, establish the relevant product and commercial relationships, and help turn those relationships into scalable integrations, marketplace presence and joint go-to-market opportunities.

WHERE THE ROLE SITS

The Partner Manager sits within the Growth team and acts as the commercial owner of ICP's partner relationships. TIS owns the technology perspective: identifying relevant platforms, assessing strategic fit, developing technical capability and bringing potential new partners to the table. The Partner Manager converts that technical alignment into an active commercial ecosystem

The role works across New Business and Client Growth rather than owning end-client opportunities independently. Sales retains ownership of the client opportunity and booking; the Partner Manager owns the partner motion around it - introductions, co-sell alignment, joint account planning, partner influence and partner-sourced pipeline. HubSpot remains ICP's commercial system of record, with partner attribution and influence captured consistently.

KEY RESPONSIBILITIES

Build and manage strategic partner relationships

• Own the 360-degree commercial relationship with an assigned portfolio of strategic technology partners, building trusted relationships across partner executives, alliance teams, field sellers, solution consultants, customer success, professional services and marketing.

• Translate ICP's value proposition into a clear reason for partners to engage: ICP as an enterprise services partner spanning advisory, operating model and process design, technology implementation, managed content services and studios across the content lifecycle.

• Establish joint annual / quarterly business plans with priority partners, including target markets, joint propositions, pipeline objectives, enablement priorities, marketing activity and executive engagement.

• Run a structured governance cadence including pipeline calls, account-mapping sessions, quarterly business reviews and executive sponsor meetings; identify underperforming relationships early and course-correct.

• Act as the primary internal point of coordination for partner organisations and make ICP easy to navigate and do business with.

Create partner-sourced and partner-influenced pipeline

• Carry clear partner-sourced and partner-influenced pipeline objectives and build sufficient coverage against agreed targets.

• Work with partner field sales teams to identify shared accounts, whitespace and new-logo opportunities; facilitate account mapping, territory alignment and warm introductions between partner sellers and ICP's Client Growth / New Business teams.

• Develop repeatable co-sell plays and practical partner playbooks so field teams understand when to bring ICP into an opportunity, which ICP solutions to position and how the joint proposition creates value for the client.

• Support live pursuits by coordinating partner participation, deal registration where relevant, executive alignment, solution input and joint client activity - while keeping the ICP sales owner accountable for the opportunity and close.

• Track partner attribution, influence, next steps and pipeline progression in HubSpot; prevent channel conflict through clear account ownership and transparent communication.

Activate joint go-to-market and demand generation

• Partner with Marketing to build and execute joint demand-generation plans: webinars, email campaigns, thought leadership, customer stories, field events, roundtables, partner conferences and targeted account-based campaigns.

• Build a rolling calendar of partner moments and ensure activity is tied to specific audiences, target accounts and pipeline outcomes rather than standalone marketing activity.

• Identify opportunities for joint propositions, packaged services, accelerators and customer success stories that make ICP easier for partner field teams to position.

• Coordinate ICP presence in relevant partner events, communities and marketplaces and make effective use of available co-marketing resources, MDF or partner program benefits where applicable.

• Measure the commercial return of partner marketing activity and continuously focus investment on the motions that create qualified conversations and pipeline.

Drive enablement, certification and delivery readiness

• Work with the Solution Specialists, Marketing, TIS and Delivery leadership to define the capability ICP needs for each strategic partner: sales knowledge, solution expertise, implementation skills, certifications and customer references.

• Maintain a current view of certification requirements and coordinate training plans so ICP meets partner program requirements and has credible capacity to sell and deliver.

• Ensure Client Growth, New Business, Solution Specialists and relevant Delivery teams understand partner positioning, differentiators, sales plays and when to engage each partner.

• Create regular mechanisms for partner product, roadmap and solution updates; connect the right partner product and technical leaders with ICP practitioners and pre-sales teams.

• Feed partner roadmap changes, program changes, market intelligence and emerging opportunities back into TIS, Solution Specialists, Marketing and Sales so ICP can adapt its propositions and investment priorities.

Develop and onboard new partners with TIS

• Work with TIS as it identifies technologies and potential partners that strengthen ICP's end-to-end proposition; assess the commercial opportunity, ecosystem reach, client relevance and mutual go-to-market potential.

• For approved new partners, define the engagement model and move the relationship from introduction to activation: executive sponsors, agreements, joint proposition, field alignment, enablement, certifications, marketing and initial target accounts.

• Prioritise depth over logo collection. Recommend investment, incubation, acceleration or de-prioritisation based on strategic relevance, pipeline contribution, delivery fit and reciprocal commitment.

• Maintain a clear partner portfolio view by solution area, geography, strategic tier and maturity.

Collaborate across ICP

• Operate as the ecosystem connector across ICP - Growth, TIS, Solution Specialists, Delivery and Marketing - bringing the right people together around partner opportunities without becoming a bottleneck.

• Be a proactive partner to Client Growth Directors and New Business: bring relevant partner intelligence, introductions, events and joint ideas into account and territory planning rather than waiting for requests.

• Work with Solution Specialists and TIS to ensure joint propositions are commercially compelling, technically credible and deliverable at target margin.

• Share wins, lessons, partner updates and field intelligence broadly so successful motions can be repeated across regions and accounts.

Pipeline, forecasting and HubSpot discipline

• Maintain accurate partner records, contacts, partner-sourced / influenced opportunities, next steps and forecasts in HubSpot.

• Provide a concise regular view of partner health: pipeline, bookings influence, introductions, active pursuits, marketing activity, enablement / certification status and risks.

• Use data to distinguish active, productive partnerships from passive relationships and focus time and investment accordingly.

• Maintain relevant partner portal, deal-registration and program information where required and ensure ICP receives the benefits and recognition it has earned.

Build the Ponseta technology ecosystem

• Partner with TIS to identify and prioritise technology companies where a Ponseta integration creates meaningful client, product and commercial value — particularly across DAM, PIM/PXM, CMS, Digital Shelf, Creative Operations, AI/search and adjacent enterprise marketing technologies.

• Help turn potential technology relationships into active partnerships: establish the right product, engineering alliances and commercial relationships and create the operating cadence needed to move from idea to integration to market.

• Facilitate collaboration between ICP's TIS team and partner Product, Engineering and Solutions teams to scope integrations, clarify APIs and technical requirements, remove blockers and progress integrations through development, validation and launch.

• Drive the commercialisation of integrations alongside TIS and Marketing, including partner app stores and marketplaces, technology directories, certified integrations, joint solution propositions, demos, reference architectures and other "better together" assets.

• Ensure every meaningful integration has a go-to-market plan — connecting technical integration work to partner enablement, field activation, joint account opportunities, campaigns and measurable pipeline.

• Maintain awareness of partner product roadmaps, APIs, marketplace strategies and emerging capabilities, bringing relevant intelligence back into TIS to help shape the Ponseta integration and product roadmap.

• Track the performance of the Ponseta partner ecosystem, including integrations launched, marketplace presence, integration adoption, partner-generated opportunities and partner-sourced or influenced pipeline.

HOW SUCCESS IS MEASURED

The Partner Manager is measured on whether ICP's partner ecosystem produces commercial leverage: more qualified opportunities, stronger field access, credible joint propositions and a delivery organisation that is ready to execute. Activity alone is not success.

• Partner-sourced and partner-influenced qualified pipeline versus target, with healthy pipeline coverage and progression.

• Bookings materially influenced or sourced by partners, with clear attribution in HubSpot.

• Number and quality of field-to-field introductions, joint account plans and active co-sell pursuits - with evidence that partner sellers proactively bring ICP into opportunities.

• Performance of joint GTM activity: target-account engagement, qualified conversations, opportunities created and pipeline ROI from webinars, campaigns and events.

• Partner health and reciprocity: executive sponsorship, cadence, joint planning, partner investment and ICP's relevance within partner field teams.

• Enablement and delivery readiness: agreed certifications achieved / maintained, trained sales and pre-sales teams, access to roadmap updates and sufficient delivery capability for priority platforms.

• Partner portfolio quality: successful activation of new strategic partners and disciplined de-prioritisation of relationships that do not create mutual value.

• HubSpot and partner-program data quality, including accurate sourcing / influence attribution.

• Ponseta ecosystem development: number and strategic value of new technology relationships established and progressed.

• Ponseta Integration activation: priority integrations successfully moved from partner identification through scoping, development, validation and market launch.

• Marketplace presence: Ponseta integrations represented appropriately within partner marketplaces, app stores, solution directories and partner programs.

• Integration adoption and commercial impact: evidence that integrations are being used to create client value and contribute to partner-sourced or partner-influenced opportunities and bookings.

• Ecosystem intelligence: quality and consistency of partner roadmap, market and technology insights fed back into TIS and the Ponseta roadmap.

KEY RELATIONSHIPS

Internal

• Growth Partner - line manager: commercial strategy, targets and pipeline.

• Technology & Innovation Services (TIS) - technology strategy, partner identification, technical capability, roadmap alignment and certifications. Ponseta ecosystem development, integration prioritisation, technical enablement and partner roadmap alignment.

• Client Growth Directors - joint account planning, partner introductions and partner-influenced expansion opportunities.

• New Business (BD) - partner-sourced new-logo opportunities, field alignment and joint pursuits.

• Solution Specialists / Pre-Sales - joint propositions, solutioning, partner enablement and live opportunities.

• Delivery / Engagement Leads - delivery readiness, capability development, references and customer outcomes.

• Marketing - joint campaigns, content, ABM, webinars, events, partner communications and measurement.

• Finance / Legal - partner agreements, commercial governance and co-marketing arrangements where required.

External

• Partner executives and alliance / channel leaders.

• Partner field sales, account executives, regional leaders and industry teams.

• Partner solution consultants, product / roadmap leaders, professional services and customer success teams.

• Partner Product, Engineering, Alliances and Marketplace teams: counterparts responsible for integrations, APIs, product roadmap, certification, marketplace/app-store participation and joint solution development.

• Joint clients and prospects where ICP and the partner are pursuing or delivering a combined outcome.

EXPERIENCE AND QUALIFICATIONS

Required

• Proven experience in alliances, partner management, channel sales, business development or ecosystem roles within a consultancy, systems integrator, digital agency, professional services firm or enterprise technology company.

• Demonstrable track record creating partner-sourced or partner-influenced pipeline - not only maintaining relationships or administering a partner program.

• Experience building relationships across both executive leadership and field sales organisations and turning strategic alignment into account-level activity.

• Strong understanding of complex enterprise sales cycles and how technology vendors, consultancies / SIs and enterprise clients work together across advisory, implementation and managed services.

• Experience running joint business planning, account mapping, co-sell motions, pipeline cadences and partner QBRs.

• Experience coordinating partner marketing / demand-generation programs and linking activity to measurable pipeline outcomes.

• Strong CRM and forecasting discipline; HubSpot experience is advantageous.

• Ability and willingness to travel within the US and periodically internationally for partner, customer and ICP meetings

Preferred

• Existing relationships within the enterprise marketing technology ecosystem and/or experience with DAM, PIM / PXM, digital shelf, creative operations, content supply chain, workflow, AI or adjacent platforms.

• Experience with technology partner programs, partner portals, deal registration, certifications, co-sell frameworks and marketing development funds.

• Experience helping build or scale a partner function where the operating model, tiers and playbooks are still evolving.

• Experience selling or positioning blended advisory, implementation, managed services and content / creative services to global enterprise clients.

• Experience developing technology/ISV partnerships involving APIs, integrations, app stores, marketplaces or joint technology solutions.

• Comfortable working across Product, Engineering, Solutions, Sales and Marketing teams and translating between technical and commercial stakeholders.

• Familiarity with enterprise SaaS ecosystems, partner programs, integration certification and marketplace/app-store models.

• Sufficient technical fluency to understand integration architecture, APIs and platform capabilities and facilitate conversations between ICP TIS and partner technical teams.

• Bachelor's degree or equivalent professional experience.

SKILLS AND COMPETENCIES

• Commercial ecosystem mindset - sees partnerships as a route to market and customer outcomes, not a logo or relationship-management exercise.

• Relationship builder - credible from partner executives to field sellers; creates trust, reciprocity and momentum across organisational boundaries.

• Field orientation - enjoys account mapping, introductions, pursuits and being close to sales activity.

• Connector and orchestrator - can mobilise Sales, Marketing, TIS, pre-sales and Delivery without relying on formal authority.

• Strategic and operational - can shape a joint business plan and then drive the weekly actions required to make it real.

• Technology curiosity - able to understand partner propositions, roadmap changes and their implications for ICP's people, technology and process solutions without needing to be the deepest technical expert.

• Executive communication - concise, credible and comfortable representing ICP with senior partner stakeholders.

• Data and pipeline discipline - rigorous about attribution, forecasting, partner performance and ROI.

• Entrepreneurial ownership - comfortable creating structure, playbooks and cadence rather than waiting for a mature partner program to be handed over.

Scope Boundaries

• The Partner Manager owns the commercial partner relationship and partner activation; TIS owns technology strategy, technical partner assessment and capability direction. New partners are developed jointly, with TIS typically sourcing / validating the technology relationship and the Partner Manager operationalising the commercial alliance.

• The Partner Manager creates and influences pipeline but does not replace the Client Growth Director or New Business owner. The sales owner retains responsibility for the client opportunity, commercial process and booking.

• The Partner Manager coordinates enablement and certification with TIS and Delivery but does not own delivery teams or technical competency management.

• Marketing owns campaign execution and brand / channel expertise; the Partner Manager owns the partner GTM brief, partner coordination, target-account alignment and commercial follow-through.

• The role should optimise for a focused portfolio of productive strategic relationships, not maximise the number of partners.

Someone who exemplifies our ICP Values

• Curiosity – keen to learn and understand how things work.
• Inclusivity – works positively and respectfully with others.
• Focus – organised and committed to delivering accurate work.
• Creativity – looks for practical ways to solve day-to-day problems.
• Trustworthiness – reliable, accountable and careful with client assets and information.