Partner Manager

Job Description Who are we Founded in 2014 by Khadim Batti and Vara Kumar, Whatfix is a leading global B2B SaaS provider and the largest pure-play enterprise digital adoption platform (DAP). Whatfix empowers companies to maximize the ROI of their digital investments across the application lifecycle, from ideation to training to the deployment of software. Driving user productivity, ensuring process compliance, and improving user experience of internal and customer-facing applications. Spearheading the category with serial innovation and unmatched customer-centricity, Whatfix is the only DAP innovating beyond the category, positioning itself as a comprehensive suite for GenAI-powered digital adoption, analytics, and application simulation. Whatfix product suite consists of 3 products - DAP, Product Analytics, and Mirror. This product suite helps businesses accelerate ROI on digital investments by streamlining application deployment across its lifecycle. Whatfix has seven offices across the US, India, UK, Germany, Singapore, and Australia and a presence across 40+ countries. Customers: 700+ enterprise customers, including over 80 Fortune 500 companies such as Shell, Microsoft, Schneider Electric, and UPS Supply Chain Solutions. Investors: Raised a total of $270 million. Most recently Series E round of $125 Million led by Warburg Pincus with participation from existing investor SoftBank Vision Fund 2. Other investors include Cisco Investments, Eight Roads Ventures (A division of Fidelity Investments), Dragoneer Investments, Peak XV Partners, and Stellaris Venture Partners. - With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the Top 50 Indian Software Companies as per G2 Best Software Awards. - Recognized as a Leader in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group. - The only vendor recognized as a Customers Choice in the 2024 Gartner Voice of the Customer for Digital Adoption Platforms has once again earned the Customers Choice distinction in 2025. We also boast a star rating of 4.6 on G2 Crowd, 4.5 on Gartner Peer Insights, and a high CSAT of 99.8% - Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Fourth Consecutive Year - Won the Silver for Stevie's Employer of the Year 2023 Computer Software category and also recognized as Great Place to Work 2022-2023 - Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal - On the G2 peer review platform, Whatfix has received 77 Leader badges across all market segments, including Small, Medium, and Enterprise, in 2024, among numerous other industry recognitions. About The Role We are seeking an outstanding GSI Alliance Manager to join our team and work out of our Bangalore Office. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership. The GSI Alliance Manager will be pivotal in driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape. Responsibilities - Develop the NA plan for the alliance partner in collaboration with stakeholders across the organization, focusing on critical offerings and country-level execution - Develop joint relationships, initiatives, and programs for long-term sustained account success - Influences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partner - Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of organization revenue - engage in customer-specific activities as needed - Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals - Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients - Manage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programs - Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients - Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix's overall capability - Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaigns - Collaborate with partner's product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFix - Handle escalation & governance as part of partner program and experience during sales as well as after-sales Requirements - MBA Degree or equivalent business experience - 5-10 years of GSI alliance experience, preferably from within a SaaS/ISV organization - Ability to understand complex GSI relationships - Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners - Experience engaging and influencing C-level executives - Experience owning, driving, and managing partnerships against quarterly targets - Excellent communicator and active listener with a strong sense of ownership in the work - Skilled in negotiating contracts and growth plans with current and prospective GSI partners - Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise - Ability to use a clearly defined methodology for establishing priorities - Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners customer needs - This role requires 50% or more of travel, without exception Perks / Benefits - Equity plan - Mac shop, work with the newest technologies - Unlimited PTO policy - Paid maternity leave - Monthly cell phone stipend - Paid UberEats lunches daily - Medical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family) - Team and company outings - Learning and Development benefits Note: - At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week) fosters open communication, builds a sense of community, fuels innovation, and enables us to achieve our collective goals effectively. - We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust, Do it as you own it; We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status