Strategic Alliances Manager

Job Title: Depends on the current Designation (Alliance / Partner Manage Role)

Experience: 10–15 Years

Location: Mumbai

Department: Sales/ Partnerships

Reports To: (Director / VP – Sales / Strategic Alliances)

About the Role

We are looking for a highly driven and experienced Alliance / Partner Manager to develop, manage, and expand strategic partnerships that accelerate revenue growth and strengthen market presence. The ideal candidate will have a proven track record in building strong partner ecosystems, drivingjoint GTM strategies, and achieving measurable business outcomes through channel / OEM / technology alliances.

Key Responsibilities

• Develop and execute strategy to build and scale strategic alliances across technology, OEMs, ISVs(Independent Software Vendors), System Integrators, consulting firms, and channel partners to create GTM strategies.
• Identify, evaluate, onboard, and manage new partners to drive revenue and market share.
• Create and execute joint business plans , GTM strategies , and co-marketing initiatives with partners.
• Work closely with Sales, Product, Marketing, and Pre-Sales teams to generate partner- led pipeline and conversion.
• Lead negotiations on partnership agreements, pricing models, incentive plans, and legal

/ commercial terms.

• Drive quarterly business reviews (QBRs), performance tracking, and success metrics for active partners.
• Enable and support partners through product training, sales kits, co-solution pitches, use cases, and demo readiness.
• Collaborate on bid management and RFP (Request for Proposal) responses for opportunities originating through partners.
• Maintain strong relationship management at CXO / senior leadership levels across partnerorganizations.
• Monitor competition and market trends to refine alliance strategy.

Required Skills s Competencies

• 10–15 years of experience in Alliance Management, Channel Sales, Business Development, or Partner Ecosystem roles.
• Proven experience working with OEMs / Technology partners / System Integrators / Consultingpartners .
• Strong understanding of enterprise sales cycles, SaaS / IT solutions, and GTM processes.
• Demonstrated success in delivering revenue targets through partner channels .
• Excellent stakeholder management , communication, and negotiation skills.
• Ability to influence without authority and navigate complex partnership structures.
• Strong analytical and business planning skills (forecasting, ROI tracking, pipeline management).
• Exposure to international partnerships (preferred but not mandatory).