Strategic Alliances Manager

2 weeks ago

India Data platr Inc. Full time

Position: Strategic Alliances Manager

Location: India (Remote)

Position: Full time

 

About the position

The Strategic Alliances Manager is a key member of the Technology and Cloud Alliances team and will be responsible for developing and executing a comprehensive alliance strategy focused on Technology Partners (Google cloud, AWS, Snowflake, Databricks, Omni, Looker).


This role involves building and maintaining strong relationships with the assigned technology partner stakeholders, overseeing the successful implementation of mutually beneficial joint Go-to-market strategies: Build Together –joint solutions and differentiated product integrations; Go-to-Market together – compelling “better together” joint value propositions and marketing campaigns; Sell Together – engaging referral and co-sell motions. The person will be responsible to develop a joint business plan and deliver on key objectives set for the partnership – which include soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue.


This role is scoped for high performing, highly motivated individuals who are self-directed, entrepreneurial, highly collaborative, diligent, thoughtful and accountable for results. The ideal candidate has prior experience working for a software company in the Data & AI space managing Tier 1 technology partners to deliver joint solutions and sourced/co-sell revenue growth.


What you will do –

  • Partner Identification and Evaluation:

 - Continuously research and identify potential strategic ISV partners in the data, analytics that align with the company's product roadmap and market strategy.

 - Evaluate the strategic fit, technical compatibility, and business potential of prospective partners.

 - Conduct due diligence and negotiate partnership agreements that protect the company's interests while fostering collaborative relationships.

  • Partner Management and Relationship Building:

 - Manage and nurture relationships with assigned strategic ISV partners, serving as the primary point of contact and advocating for their interests within the organization.

 - Facilitate regular communication, coordinate joint activities, and ensure alignment on shared goals and objectives.

 - Collaborate with internal stakeholders, including product management, sales, marketing, and engineering teams, to ensure effective partner integration and alignment.

  • Joint Go-to-Market Strategy and Execution:

 - Develop and execute joint go-to-market strategies with partners, including co-marketing campaigns, sales enablement programs, and joint customer engagements.

 - Collaborate with partners to identify and pursue new business opportunities, leveraging each other's strengths and capabilities.

 - Coordinate the development of joint solutions, ensuring seamless integration and interoperability between products and services.

 - Drive co-building, co-selling, and co-marketing initiatives with partners to build pipeline and generate co-sell revenue.

  • Partner Performance Management:

 - Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives, including co-sell revenue and pipeline metrics.

 - Analyse partnership performance data, identify areas for improvement, and implement corrective actions or adjustments as needed.

 - Provide regular updates and reports to internal stakeholders on partner performance and strategic alliance activities.

  • Business Development and Revenue Generation:

 - Identify and pursue revenue-generating opportunities through strategic partnerships, such as joint selling, co-marketing, and co-development initiatives.

 - Collaborate with the sales team to drive partner-influenced pipeline and revenue growth.

 - Represent the company at relevant industry events, conferences, and partner meetings to promote strategic alliances and foster new relationships.


What you will bring –

  • Education: Bachelor's degree in Business Administration, Marketing, Computer Science, or a related field; advanced degree preferred.
  • Experience: Minimum of 10 years of experience in strategic alliances, partner management, or business development roles, preferably in the data, analytics industry, with experience managing partnerships with companies like Google Cloud, Snowflake, Databricks, Omni, Looker, AWS.
  • Proven Track Record:  Establishing and managing successful strategic partnerships and joint go-to-market initiatives, including co-building, co-selling, and co-marketing initiatives to drive revenue and pipeline growth.
  • Strong understanding of the data, analytics market trends, and industry dynamics.
  • Communication Skills: Excellent verbal and written communication skills, with the ability to articulate complex ideas and influence stakeholders at all levels.
  • Collaborative Approach: A team player with the ability to collaborate across functions and geographies to achieve common goals.
  • Entrepreneurial mindset and experience in identifying and capitalizing on business opportunities and a hunger to demonstrate tangible results and revenue impact.
  • Analytical Skills: Strong analytical and problem-solving skills, with the ability to leverage data and insights to drive decision-making.
  • Proficiency in relevant software tools and applications, such as CRM systems, project management tools, and productivity suites.
  • Willingness to travel as needed to attend partner meetings, industry events, and conferences.


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