Exotel - Senior Manager - Partnerships - GSI

Job Title: Senior Manager-GSI Partner

Location: Bangalore

Experience: 5-7 years

We are looking for a driven partnerships professional to own and grow Exotels relationships with Global System Integrators (GSIs) and large System Integrators (SI's). This role will focus on creating joint go-to-market (GTM) programs, enabling connector-led opportunities, and building a sustainable funnel for the sales organisation.

You will sit in the Marketing team, working hand-in-hand with Sales clusters to ensure that partnerships translate into a measurable pipeline.

Key Responsibilities:

1. Partner Relationship Management:

- Build and manage strategic relationships with GSIs and large SIs (Accenture, Deloitte, TCS, Tech Mahindra, etc.).

- Understand partner practice structures to navigate effectively across sales, technical, and industry

teams.

- Act as the single point of contact within Exotel for these partner types.

2. Joint GTM & Connector Strategy:

- Identify, package, and promote joint solution offerings and connectors that are relevant to mutual customers.

- Co-create marketing assets, sales kits, and enablement material with partners.

- Drive awareness of Exotel capabilities within partner organizations.

3. Pipeline Creation & Sales Collaboration:

- Develop partner-influenced funnel and work with Sales clusters to convert into deals.

- Maintain close alignment with sales leaders to ensure partner-sourced opportunities are prioritized.

- Track and report on the influenced pipeline and influenced revenue quarterly.

4. Cross-Functional Execution:

- Collaborate with Product Marketing to align positioning with partner value propositions.

- Coordinate with regional sales teams for joint customer engagements where partners have local influence.

- Ensure smooth handoffs between marketing, sales, and product teams for connector-led deals.

5. Market & Partner Intelligence:

- Track competitive activity and partner initiatives in the market.

- Provide insights on industry trends and GSI/SI practice priorities.