Director - Partnership Sales - IT

Description:

About the Role

Director - Partnership Sales

Experience: 12+ Years

Location: Bangalore / Hyderabad

We are looking for a senior, outcome-driven Director - Partnership Sales to architect, scale, and lead a world-class partner ecosystem for one of our clients, a high-growth AI-led SaaS organization. This is a strategic leadership role with direct ownership of partner-led revenue, long-term alliances, and ecosystem expansion.

You will work at the intersection of strategy, revenue, and execution, building partnerships that materially impact growth across markets.

Role Overview:

- As Director - Partnership Sales, you will own the end-to-end partnership lifecycle from strategy and program design to execution, governance, and revenue outcomes. You will collaborate closely with Sales, Marketing, Product, and Operations to ensure partners are fully integrated into the go-to-market motion.

- This role is ideal for a leader who combines ecosystem thinking with hands-on execution and thrives in fast-scaling environments.

Key Responsibilities:

Strategy & Ecosystem Development:

- Define and execute a comprehensive partnership and alliances strategy aligned with company growth and revenue objectives.

- Design scalable partner programs across technology alliances, resellers, system integrators, consultants, and service partners.

- Identify and onboard high-impact strategic partners across domestic and global markets.

Revenue & Growth Ownership:

- Build and scale a partner ecosystem that accelerates pipeline creation and revenue realization.

- Drive partner-sourced and partner-influenced revenue with clear accountability and targets.

- Lead complex commercial negotiations to deliver mutually beneficial, long-term outcomes.

Cross-Functional Leadership:

- Work closely with Sales, Marketing, Product, Finance, Legal, and Operations to ensure seamless partner enablement and execution.

- Align GTM motions with partner capabilities to maximize market penetration.

Performance & Governance:

- Define KPIs, success metrics, and reporting frameworks to track partner performance.

- Continuously optimize partner engagement models, incentives, and programs.

- Oversee legal, financial, and operational governance of partnership agreements.

Qualifications & Experience:

- 12+ years of experience in Partnerships, Alliances, Business Development, or Channel Sales.

- Proven track record of building and scaling partner ecosystems in SaaS, HCM, HR Tech, or enterprise software.

- Demonstrated ability to drive measurable revenue impact through partnerships.

- Strong experience working with CRM, PRM, and partner enablement tools.

- Excellent negotiation, communication, and executive stakeholder management skills.