About Client:

A leading Global IT Services MNC

Role: Alliance Manager

Exp: 15-17 years

Location: Mumbai/Bangalore

Role Summary:

We are seeking an experienced Alliance Manager to lead strategic partnerships across the Software, Data, and AI ecosystem. This role will be responsible for developing and executing joint go-to-market strategies, driving partner-sourced and partner-influenced revenue, expanding market presence through co-sell initiatives, and strengthening relationships with leading AI, analytics, cloud, and software vendors. The position requires a blend of business development, alliance management, revenue ownership, and executive stakeholder engagement to accelerate growth across multiple industry verticals and technology practices.

Key Responsibilities:

- Develop and execute strategic alliance and go-to-market plans with software, AI, analytics, and data platform partners.

- Drive joint pipeline creation, partner-influenced revenue, co-sell opportunities, and overall business growth across assigned partner portfolios.

- Own revenue forecasting, pipeline management, business performance tracking, and profitability targets for partner-led initiatives.

- Collaborate with sales, practice, and industry teams to identify growth opportunities, drive account expansion, and acquire new customers.

- Build and maintain strong executive relationships with partner sales, product, business development, and technical leadership teams.

- Identify, develop, and launch joint solutions, offerings, and industry-specific value propositions aligned to market needs.

- Support strategic pursuits, competitive positioning, proposal development, and large transformation opportunities involving partner technologies.

- Drive partner enablement programs including certifications, training initiatives, competency development, and center-of-excellence expansion.

- Lead partner-sponsored demand generation activities including digital campaigns, executive events, webinars, industry forums, and customer engagement programs.

- Work closely with marketing teams to create thought leadership content, joint messaging, case studies, and market awareness campaigns.

- Represent the organization at partner events, analyst interactions, executive roundtables, and industry conferences.

- Monitor alliance performance through regular business reviews, pipeline reporting, and executive updates while ensuring alignment with strategic objectives.

- Collaborate effectively across sales, delivery, practices, geographies, and leadership teams within a matrixed organization.

- Knowledge of AI platforms, MLOps, industrial AI, intelligent automation, and data-driven business solutions.

- Familiarity with hyperscaler ecosystems including AWS, Microsoft Azure, and Google Cloud, along with their partner engagement models.

- Strong network within the AI, analytics, software, and data technology partner ecosystem.

- Experience working across global teams and complex matrix organizations involving multiple business units, geographies, and technology practices.

Education:

- Bachelor's degree in Engineering (B.E.) required.

- MBA qualification preferred.