Darwinbox - Manager - Partnerships & Strategic Alliances - IIM/ISB/FMS/MDI

About Darwinbox:

Darwinbox is a cloud-based HR Technology platform which caters to an organization's HR needs across the employee lifecycle including Recruitment, Onboarding, Core transactions (Leaves, Attendance, Directory), Payroll, Travel and Expenses, Employee Engagement, Performance Management, Rewards & Recognition and People Analytics. The modern and innovative platform combines highly configurable workflows, intelligent insights and smart interfaces to help enterprises unleash the true potential of their workforce.

Darwinbox is trusted by 650+ global enterprises with more than 1.5 million employees spread across 90+ countries including Asia's largest conglomerates and fast-growing unicorns like Adani, Mahindra, Kotak, TVS, Arvind, JSW, NSE, Ujjivan Small Finance Bank, Bharti AXA, Nivea, T-Systems, Swiggy, BigBasket, Delhivery and more. It is backed by leading investors like TCV, Salesforce Ventures, Sequoia, Lightspeed, Endiya Partners, 3One4Capital, SCB 10X and JGDEV.

More at www.darwinbox.com

Role:

- You will lead associations with consulting firms including Big4s, System Integrators, Boutique HR consulting firms across India and other regions to generate a high-value pipeline that would increase our revenue and pave way for the next much-anticipated milestone of becoming #1 HCM Platform.

- Partnerships as a concept cannot be driven alone - hence you will be needed to work very closely with the Sales leaders and sales teams in each geography to have a high degree of market coverage. You will also have to liaise with the implementation teams, to ensure we generate enough business via services (implementation and post-implementation support) for these partners to thrive as Darwinbox implementation partners. As an added responsibility you will also lead some of our product partnerships to drive referral revenue for Darwinbox.

Responsibilities:

- Demand generation across India, SE Asia, Middle East & Africa for new business coming from any of the above partnership channels

- Work with internal implementation team to drive implementation revenue for partners

- Own the partnership commercials for both demand and as well as implementation

- Coach, mentor and train the partner teams on Darwinbox specific demand generation skills

- Owning Market Intelligence - key understanding of partner capabilities and USPs to effectively identify sectors/geographies/industries where a particular partner can position Darwinbox effectively

- Work with the internal learning team to create a program for constant training of partner resources

- Drive cadence calls between Partner and Darwinbox sales teams to drive effective engagement between teams

- Develop a partner affiliation program to define various life stages of progression and association with Darwinbox

- As a means of reciprocity - ensuring that some of the partners (such as the consulting firms) also get additional revenue through ancillary consulting assignments, resulting in a win-win relationship

Requirements:

- At least 3-6 years of experience post MBA from a premier B-school

- Preference will be given to someone who has worked in one or more off these functions in a similar partnership or alliance role has setup and driven channel sales before has worked in relationship management roles before