Manager, Strategic Partnerships
Calian
About Calian
At Calian, we help organizations overcome obstacles, manage risks, and drive progress. Since 1982, we’ve grown from a small consulting firm into a trusted global company across defence, space, health, nuclear energy, public safety, and government.
We create innovative solutions that tackle complex challenges and help organizations and communities stay resilient, informed, and connected. If you’re driven by purpose and energized by solving real-world challenges, we want you on our team.
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.
We have 1 available position.
#LI-SL1# #SF#
At Calian, we do not use Artificial Intelligence (AI) to screen or evaluate candidates. AI tools may support backend administrative tasks, but they do not influence hiring decisions. All evaluations and decisions are made by real people on our recruitment team and hiring managers. All applicants are reviewed and only those chosen for an interview will be contacted by our recruiting team.
How we hire
- Our hiring process is designed to help us get to know you and discover if you are the best fit for our team. It's also an opportunity for you to gauge if a role at Calian is the right fit for you.
Throughout the process, we’ll share details of the kind of work you’ll be doing, the projects you’ll be working on, the team you’ll be joining, and what it’s like working at Calian. Our biggest tip throughout the process is to just be your authentic self! - Our commitment to diverse, yet highly specialized solutions require many different skills and abilities. We look for the best talent that can contribute to Calian’s success as well as enhance our culture. We encourage you to apply to a role or join our talent community and sign up for job alerts that match your area of expertise and what you are looking for in your next opportunity.
During the recruiting process, you’re encouraged to notify us of any accommodations you may require. We’ll be happy to help.
- We give the same time and consideration to everyone who applies. Here are a few things you can do to ensure your application shines:
- Do your research on Calian, the department, and team you are looking to join
- Add a cover letter that explains why you are a good fit for this position
- Share a portfolio, personal websites, or links to your professional social media
- In your CV, highlight your key achievements - this is your time to brag
- Include dates! Share the timeline of your experience
- Stand out by tailoring your resume to each position you apply to
- Only apply to roles you’re genuinely interested in and that align to your experience
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- Be prepared! Do your research on Calian, the department, and team you are looking to join
- View the responsibilities for the role and find examples that demonstrate how you’ve completed these in your previous work experience
- Prepare a list of questions to ask us
- Dress business casual for your interview (virtual and in person)
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- We assess your skills and fit, you assess our fit for you
- We keep you updated and share expectations as we make progress in the recruiting cycle
- Feel free to reach out to your Talent Acquisition Specialist at any time during the hiring process
Perks and benefits
- Flexible work hours
- Robust company-paid benefits
- Generous time off package
- A balanced approach to work and life
- Stock purchase plan
- RRSP program*
- Work from home options