Manager, Strategic Partnerships

Position Overview

The Manager, Strategic Partnerships is responsible for developing and supporting Calian’s technology partner ecosystem to drive revenue growth, expand co-selling opportunities, and strengthen our readiness to deliver partner-enabled solutions. This role builds and manages strategic relationships with OEMs, VARs, hyperscalers, and other technology partners while working cross-functionally with Sales, Delivery, Marketing, and Operations to achieve measurable business outcomes.

Responsibilities

Build and manage a structured partner ecosystem (primary, growth, emerging partners)

Evaluate partnership fit and long-term value; recommend investment priorities

Develop multi-year growth plans and joint initiatives with key partners

Build and maintain executive-level and field relationships within partner organizations

Establish engagement cadence including monthly check-ins and quarterly business reviews

Manage partnership agreements in coordination with legal resources

Oversee and optimize use of marketing development funds (MDF)

Track performance of joint campaigns, events, and revenue-generating initiatives

Ensure certification and enablement requirements are met across teams

Identify training gaps and develop readiness plans for Sales and Delivery

Maintain accurate partner records, KPIs, and reporting dashboards

Oversee deal registration systems and partner portals

Represent Calian at partner and industry events

Collaborate on workshops, roadshows, and joint customer engagements

Develop compelling partner-aligned messaging and positioning

Qualifications

6+ years of experience in strategic partnerships, channel leadership, alliances, or partner program management within technology, VAR/SI, cyber, cloud, or defence-adjacent markets

Demonstrated success driving measurable outcomes through partnerships (pipeline creation, MDF ROI, enablement effectiveness)

Strong stakeholder management skills with the ability to align Sales, Delivery, Finance, and Marketing

Solid understanding of commercial constructs including margin, discounting, rebates, incentives, and deal governance

Strong written and verbal communication skills with executive presence

Bachelor’s degree in Business, Technology, or a related field (or equivalent experience)
Preferred:

Experience in Defence/Public Sector or regulated industries

Familiarity with OEM, hyperscaler, security vendor, and distributor ecosystems

Experience building tiering models, QBR cadences, and joint business plans

Bilingual (English/French) considered an asset

Additional Requirements

Ability to work in a hybrid environment

Willingness to travel for partner and industry events as required

Eligibility for security clearance may be required depending on partner engagements

Compensation

$110,000-$145,000 includes incentive plan as part of the overall compensation package.

Vacancy: 
We have 1 available position.

Job Title: Manager, Strategic Partnerships
Requisition Number: 2272
Date: March 3, 2026
Location 1: Ottawa, ON
Remote: Hybrid
Business Unit: Defence
Department: Defence
Job Type: Full-time 
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