Role Overview:

As an Enterprise Account Executive focused on Channel and Strategic Alliances, you will serve as the primary architect for our ecosystem-led growth strategy in Pune.

You will be responsible for identifying, onboarding, and nurturing high-impact partnerships with system integrators, consulting firms, and technology vendors to drive enterprise-scale revenue.

Your day-to-day involves navigating complex organizational structures, aligning our product value proposition with partner offerings, and orchestrating joint go-to-market motions.

By bridging the gap between our internal sales teams and external partner networks, you will directly influence our market penetration and accelerate the sales cycle for high-value enterprise accounts.

This role demands a strategic mindset to transform collaborative relationships into sustainable, recurring revenue streams.

Key Responsibilities:

- Cultivate and manage a robust pipeline of strategic alliances to expand our enterprise footprint and increase market share through partner-sourced opportunities.

- Orchestrate joint business planning sessions with partner leadership to ensure alignment on revenue targets, marketing initiatives, and sales enablement strategies.

- Lead complex contract negotiations and partnership agreements to ensure mutually beneficial commercial terms that support long-term business objectives.

- Collaborate cross-functionally with product, marketing, and direct sales teams to ensure partners are fully equipped to position our solutions effectively to their end customers.

- Monitor and analyze partner performance metrics to identify growth opportunities and proactively address potential bottlenecks in the joint sales process.

- Act as a subject matter expert during executive-level meetings, articulating the strategic value of our alliances to both internal stakeholders and external partner leadership.

Required Skillset:

- Demonstrated ability to manage the full lifecycle of complex enterprise partnerships, from initial prospecting and executive-level pitching to contract closure and ongoing relationship management.

- Exceptional communication and negotiation skills, with the capacity to influence senior decision-makers and build consensus across diverse organizational cultures.

- Proven track record of 5 - 8 years of professional experience within the B2B SaaS or enterprise technology sector, specifically in channel management or strategic alliances.

- Strong analytical capability to interpret market trends and partner performance data, translating insights into actionable growth strategies.

- High degree of adaptability and self-motivation, with the ability to thrive in a hybrid work environment based in Pune, balancing independent execution with collaborative team efforts.

- A degree from a premier institute is preferred, reflecting a strong academic foundation and a commitment to professional excellence.