Partnership Manager

6 days ago

Bengaluru, Karnataka, India Quess Corp Limited Full time

Department: Sales and growth

Location: Bangalore, Chennai, Hyderabad, Mumbai

Position Overview:

The Partner and Alliance Manager is a key role within the QuessGTS sales and growth team. This position focuses on building and managing strategic alliances with key technology partners such as Adobe, Snowflake, AWS, Microsoft, Google, Tricentis, and emerging technology and domain partnerships. The individual will drive joint strategies with partners, focusing on developing innovative solutions, creating impactful go-to-market plans, and fostering strong co-sell relationships.

The role involves crafting joint business plans with partners, balancing both qualitative goals (solutions, campaigns, and collateral) and quantitative metrics (pipeline and revenue contributions from sourced, co-sell, and influenced opportunities).

We are looking for motivated, results-driven individuals with strong entrepreneurial skills and a collaborative mindset. Ideal candidates will have a background in managing technology alliances, particularly in the Data & AI domain, and a proven ability to drive growth through joint initiatives. The individual should have prior demonstrable knowledge of the how specific partnerships work, what are the various tiers and how they have navigated past employers to highest level of partnerships.

Key Responsibilities:

-Identifying and Onboarding Strategic Partners:

  • Research and evaluate potential ISV partners in the Data, Analytics, and AI sectors.
  • Assess their strategic alignment, technical compatibility, and business potential.
  • Negotiate agreements that ensure mutual success while safeguarding company interests.

-Managing Relationships and Building Trust:

  • Serve as the primary contact for assigned partners, advocating for their needs within the organization.
  • Establish regular communication channels and align on shared goals.
  • Work closely with internal teams, such as product, sales, marketing, and engineering, to ensure seamless partner integration and collaboration.

-Developing and Executing Joint Strategies:

  • Create and implement go-to-market strategies with partners, including joint marketing campaigns, sales enablement, and customer engagement initiatives.
  • Work with partners to identify growth opportunities and develop joint solutions.
  • Promote co-building, co-selling, and co-marketing efforts to drive revenue growth and pipeline creation.

-Monitoring and Optimizing Partner Performance:

  • Define key performance indicators (KPIs) for partnership success, including revenue and pipeline metrics.
  • Regularly analyze performance data and make necessary adjustments to improve outcomes.
  • Keep internal stakeholders informed with performance updates and strategic alliance progress reports.

-Driving Business Development and Growth:

  • Identify revenue opportunities through co-selling, co-marketing, and co-development initiatives.
  • Collaborate with sales teams to generate partner-driven pipeline and revenue growth.
  • Represent QuessGTS at industry events and partner meetings to promote partnerships and build new relationships.

Qualifications and Skills:

  • A bachelor's degree in business, marketing, computer science, or a related field (advanced degree preferred).
  • At least 5 years of experience in strategic partnerships, alliance management, or business development, preferably in the Data, Analytics, or AI industries.
  • Experience managing alliances with Tier 1 partners such as Google, AWS, Snowflake, and Databricks.
  • Proven success in executing joint strategies that deliver measurable revenue and pipeline growth.
  • Strong knowledge of the Data, Analytics, and AI ecosystem, including market trends and competitive dynamics.
  • Excellent communication, relationship-building, and negotiation skills.
  • A collaborative team player with the ability to influence cross-functional teams.
  • Entrepreneurial mindset with a track record of identifying growth opportunities and achieving tangible results.
  • Proficiency in CRM tools, project management software, and other productivity applications.
  • Willingness to travel as required for meetings, events, and conferences.

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