Alliances Manager

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 ecosystem—products, 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.