Partnerships & Alliances
Using partnerships to modernise and scale, the ecosystem brings together vendors, GSIs/SIs, ISVs and hyperscalers. The opportunity is significant, from co-sell pipeline and marketplace reach to faster programme impact, but so are the demands on leadership. Our Partnerships & Alliances practice connects organisations with board-level and senior talent who turn strategy into results. US-led with global reach, we deliver critical permanent hires via Executive Search and accelerate programmes with SOW where needed.
Managing Partner, Alliances & Partnerships | SAP – Niall Cook
Niall helps organisations build leadership teams that drive partner-led growth across the SAP ecosystem. US-led with a global remit, he focuses on board-level and senior mandates that deliver S/4HANA transformation, ECC→S/4 migration, Cloud, and CX outcomes.
In Niall’s spare time, he loves hanging out with his family and their two rescue dogs. He loves his sports, and has recently become obsessed with golf (to his wife’s dismay). Let’s just say it’s a bit of a love-hate relationship! He describes it as a ridiculously frustrating sport, but he’s hooked. His goal is to one day break day 80, but fears it could just be an elusive dream!
Excelling partnership ecosystems
Partner theatres move quickly. Vendors, services partners and hyperscalers bring different motions, metrics and incentives. Boards want measurable co-sell pipeline, faster deal velocity and clear ROI from transformation and cloud programmes.
We operate in this ecosystem every day, aligning commercial goals with on-the-ground realities, shaping joint GTM, and landing value for customers while enabling candidates to scale programmes and own outcomes.
Our Divisions
Throughout PiC’s history, we’ve supplied resource across distinct divisions of the alliances ecosystem. Explore the areas below or get in touch with our team.
Partnerships & Alliances Leadership
Ecosystem complexity, unclear attribution, and fragmented programmes make it hard to translate alliance intent into revenue and value.
Hyperscaler GTM (AWS / Azure / GCP)
Competing priorities, marketplace gaps and unclear co-sell attribution slow joint GTM with AWS, Azure and GCP, stalling pipeline and deal velocity.
ISV & Marketplace Growth
Fragmented integrations, pricing/packaging friction and opaque co-sell rules make it hard for ISVs to scale marketplace revenue and partner-sourced growth.
Consulting & Services Partnerships
Misaligned vendor promises and delivery constraints hinder utilisation, margin and value realisation, making programme outcomes slow and inconsistent.
Partnerships & Alliances Leadership
We place board-level and senior leaders who turn partner strategy into measurable outcomes: pipeline, revenue and programme velocity. US-led with global reach, we deliver critical hires via Executive Search and support time-bound uplift through SOW to mature governance, operations and GTM execution.
Hyperscaler GTM (AWS / Azure / GCP)
We secure talent that designs and runs joint GTM with hyperscalers and GSIs—co-sell, co-market and marketplace motions with clear attribution. SOW teams can accelerate alliance operations and deal orchestration alongside permanent hires.
ISV & Marketplace Growth
We build teams that scale partner-sourced revenue via marketplace strategy, app monetisation and ISV co-sell programmes—commercial leaders who understand pricing, packaging, telemetry and partner success.
Consulting & Services Partnerships
We place leaders who align vendor roadmaps with consulting delivery—turning framework agreements into executable growth plans, utilisation, and consistent value realisation for end-customers.
How we recruit
Define
Shape the mandate: business goals, ecosystem scope and a 90-day/12-month scorecard. Agree the target map across hyperscalers, GSIs/SIs and ISVs.
Search
Targeted headhunting with early calibration profiles. Structured interviews and evidence-based assessment against the scorecard. Clear, regular reporting.
Deliver
Shortlist to offer, references and onboarding support. Deploy SOW teams where needed to accelerate alliance operations, GTM or programme milestones.
The right people for the right roles
We connect organisations with leaders who turn partner strategy into measurable outcomes—pipeline, revenue, forecast accuracy and programme velocity. US-led with global reach, we place talent wherever your alliance operates.
Our candidate network includes professionals in many of these roles:
Partnership & Alliances Leadership
Chief Partnerships Officer, VP Partnerships & Alliances, Head of Ecosystem/Alliances, Director of Channel & GTM Partnerships, Head of Partner Marketing, Director, Alliance Operations & Governance
Hyperscaler GTM
Head of Hyperscaler Alliances, Director of Cloud Marketplace, Joint Solutions/GTM Lead
ISV & Marketplace Growth
Director of ISV Partnerships, Head of Marketplace Strategy, Partner Success & Monetisation Lead
