Alliances Manager

Job Description

Job Title: Senior Partner & Alliance Manager

Location: Bangalore(Banaswadi)

Experience: 10+ Years in Partner/Alliance Management or Strategic Partnership in the technology space.

Job Overview:

We are looking for a seasoned Senior Partner & Alliance Manager to lead and grow strategic relationships with key partners. This individual will be responsible for driving joint business outcomes, accelerating go-to-market (GTM) initiatives, and building long-term value through alliances. The ideal candidate should have 10+ years of deep experience in partner ecosystems (cloud, SaaS, ISVs, GSIs, or hyperscale's), excellent executive presence, and a proven track record of scaling partnerships at a global and regional level.

Key Responsibilities:

- Partnership Strategy & Development
- Define and execute partnership strategies that align with company goals and market opportunities.
- Build multi-year joint business plans with partners, aligning on shared KPIs, revenue goals, and GTM programs.
- Identify, evaluate, and onboard new alliance partners that complement company offerings.
- GTM & Co-Sell Initiatives
- Design and lead co-marketing, co-selling, and solution acceleration programs with partners.
- Drive adoption of joint solutions, ensuring partner enablement and field readiness.
- Collaborate with sales teams to drive pipeline generation and partner-influenced revenue.
- Executive Relationship Management
- Cultivate C-level and senior executive relationships with strategic partners.
- Lead quarterly business reviews (QBRs), strategic planning sessions, and partner performance tracking.
- Act as the main escalation point and champion for your partners internally.
- Cross-Functional Collaboration
- Partner with product, marketing, legal, finance, and sales teams to deliver integrated partner solutions.
- Serve as the internal voice of the partner, advocating for mutual success across departments.
- Operational Excellence & Performance Tracking
- Monitor partner metrics: pipeline growth, revenue impact, solution deployments, and customer satisfaction.
- Optimize partner engagement through tools, processes, and frameworks that enable scalability.
- Leverage CRM and reporting tools to manage activities, track KPIs, and drive accountability.

Required Qualifications:

- 10+ years of experience in strategic partnerships, alliance management, or partner development within the tech industry.
- Demonstrated success in building and scaling partnerships with cloud, SaaS, ISVs, GSIs, or hyperscalers.
- Deep understanding of the cloud, SaaS, or platform ecosystemproducts, market trends, and competitive landscape.
- Strong strategic thinking, business planning, and negotiation skills.
- Proven ability to work cross-functionally and influence internal and external stakeholders at all levels.
- Exceptional communication and presentation skills, including experience working with C-level executives.
- Ability to manage ambiguity and thrive in a fast-paced, evolving environment.

Preferred Qualifications

- Experience with partner programs or ecosystems at leading tech companies
- Background in technical sales, cloud platforms, or enterprise software solutions.
- Familiarity with partner portals, co-sell platforms and CRM tools like Salesforce.
- MBA or equivalent business/technical degree is a plus.

Why Join Us

- Be part of a growing company where partnerships are central to our go-to-market strategy.
- Lead high-visibility partner engagements with strategic impact.
- Collaborate with innovative teams and senior leaders across product, engineering, and sales.
- Shape the future of our partner ecosystem and drive meaningful business results.