Lead - Alliance Management

2 weeks ago

Bengaluru, Karnataka, India Black Box Full time

Job Title: Lead - Alliance Management

Position Overview

The role holder will be responsible for managing and optimizing the company's strategic alliances, including oversight of partner portals, training programs, certifications, and business enablement initiatives. This role will serve as a key liaison between alliance partners, internal teams, and stakeholders, ensuring alignment, performance tracking, and continuous improvement across partner programs.

Key Responsibilities

  • Manage alliance portals including but not limited to access controls, opportunity tracking, customer engagements, certifications, and content updates.
  • Coordinate enablement and ongoing training programs for alliance partners.
  • Serve as a cross-functional liaison, aligning business units and stakeholders to support alliance objectives and resolve operational gaps.
  • Monitor and report on the health and performance of alliances, including metrics related to pipeline, certifications, engagement, and revenue impact.
  • Identify and implement continuous improvement opportunities across partner operations, tools, and workflows to optimize program scalability and efficiency.
  • Collaborate with marketing, sales, and product teams to align go-to-market strategies and co-branded initiatives with alliance partners.
  • Drive executive summaries to showcase alliance progress and strategic alignment.
  • Support contract renewals, program updates, and partner compliance activities in coordination with legal and procurement teams.
  • Stay informed about industry trends, partner capabilities, and competitive positioning to influence internal strategy.
  • Maintain open communication with leadership and deliver ad hoc reporting, presentations, or strategic insights as requested.

Qualifications and Education Requirements

  • Bachelor's degree (BS/BA) in Business Administration, Information Systems, Marketing, or a related field.
  • Total experience of 8-10 yrs in IT Sales Support function with 5+ years of relevant experience in alliance management, partner programs, or business operations with demonstrated success in a similar role.
  • Direct experience working with strategic alliances such as Microsoft and/or AWS.
  • Strong written and verbal communication skills, with the ability to communicate effectively at all organizational levels.
  • Ability to manage multiple priorities, meet deadlines, and deliver high-quality results in a fast-paced environment.
  • Proven experience in cross-functional collaboration and stakeholder engagement.
  • High level of initiative, independence, and motivation to identify and solve problems proactively.

Preferred Skills

  • Familiarity with Microsoft and AWS partner ecosystems, portals, and certification programs.
  • Experience with Salesforce
  • Knowledge of co-sell motions and joint go-to-market strategy development.
  • Strong analytical skills and experience with creating dashboards, scorecards, and executive-level reporting.

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