Strategic Alliance Magazine Q4 2019 - 26

Consider the Source
Alliance Management's Expanding Role as a Critical
Link in the Modern Organization's Supply Chain
Imagine coming across a job posting with
the following responsibilities:
n Develop and manage relationships with strategic partners,
vendors, and suppliers
n Help build partner trust and maintain ongoing alignment
of alliances
n Assist in formulating and marrying product roadmaps
and go-to-market strategies for complex alliance-driven
products and services
n Develop benchmarks and scorecards to be used for
continuous improvement
n Develop QBR reports for senior management executives
n Qualifications: excellent collaboration, relationshipbuilding, organizational, and analytical skills
Sound familiar? This could be boilerplate for an alliance
manager position posting, but pretty soon, a job description
of this nature may just as likely describe a sourcing or procurement manager opening.
26

Strategic Alliance QUARTERLY

| Q4 2019

"Almost everything a typical alliance manager has to do should
now be done by a procurement manager. If you can ask for one
competence of an ASAP professional that is not required in
today's world of sourcing and procurement, I would not have
an answer. Every one of those skills we look for in a good professional strategic alliance manager is expected of the worldclass procurement/sourcing manager," said Subhojit Roye,
CSAP, vice president and head of alliances at Tech Mahindra
Business Services, and one of the people who spearheaded the
institution of a supply chain track at ASAP's annual Global
Alliance Summit last year.

Tech Alliances Turn Procurement
Upside Down
The Internet of Things (IoT), edge computing, cloud-based
services, predictive analytics, blockchain, and other disruptive
digital technologies are turning the sourcing and procurement
functions on their heads. Where sourcing managers were
once primarily responsible for maintaining largely one-toone transaction-based partnerships, they now are being asked



Strategic Alliance Magazine Q4 2019

Table of Contents for the Digital Edition of Strategic Alliance Magazine Q4 2019

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