Partnerships & Alliances Lead

Job Title: Partnerships & Alliances LeadRole Purpose

Build and scale a high-impact partner ecosystem to accelerate market reach, credibility, and deal closures through strategic alliances, SI/channel partnerships, and co-selling motions.

Key Responsibilities

Partner Strategy & Onboarding

• Identify, evaluate, and onboard strategic partners including System Integrators (SIs), consultants, domain firms, and technology/platform partners
• Define partner segmentation and prioritization aligned with GTM strategy
• Build a scalable partner ecosystem to support pipeline growth and deal execution

Partner Program & Enablement

• Design and implement partner program fundamentals including:
• Partner value proposition
• Enablement and onboarding kits
• Referral and co-sell frameworks
• Commercial and engagement models
• Ensure partners are fully enabled with messaging, use cases, and sales assets

Co-Sell & Joint Pursuits

• Drive joint deal pursuits with partners including:
• Opportunity mapping and partner alignment
• Joint pitches, proposals, and bid teaming
• Deal strategy and execution coordination
• Work closely with Sales, Marketing, and Leadership to improve win rates and shorten sales cycles

Partner Governance & Performance

• Own partner governance including performance tracking, compliance, and relationship health
• Coordinate MoUs, commercials, revenue sharing, and contractual frameworks
• Review partner performance regularly and take action to activate or optimize underperforming partners

Pipeline & Revenue Ownership

• Maintain partner pipeline and deal tracking in CRM
• Track and report partner-sourced and partner-influenced revenue
• Provide regular insights on partner performance, pipeline contribution, and growth opportunities

Joint Marketing & Enablement (Where Applicable)

• Collaborate with Marketing on joint campaigns, webinars, events, and thought leadership initiatives
• Ensure joint marketing efforts convert into qualified opportunities and pipeline

Key Performance Indicators (KPIs)

• Number of active partners (enabled and producing pipeline)
• Partner-sourced pipeline (₹) and partner-sourced revenue (₹)
• Co-sell win rate and sales cycle time improvement on partner-led deals
• Partner activation time (onboarding → first qualified opportunity)
• Joint marketing outcomes (events, webinars, leads, pipeline impact)

Required Experience & Skills

• 6–10+ years of experience in partnerships, alliances, channel sales, or ecosystem development
• Proven track record of driving partner-sourced pipeline and revenue
• Strong experience with co-sell motions, SI/channel partnerships, and strategic alliances
• Commercial acumen with ability to negotiate MoUs, revenue share, and partnership agreements
• Excellent stakeholder management and cross-functional collaboration skills
• Hands-on experience with CRM systems and pipeline reporting

Preferred Background

• B2B SaaS, Technology, LegalTech, FinTech, or Professional Services
• Experience working with enterprise or mid-market sales teams
• Exposure to partner-led growth or marketplace ecosystems

Job Type: Full-time

Pay: ₹500,184.08 - ₹1,831,672.12 per year

Benefits:

• Health insurance

Work Location: In person