Leader - Alliances & Partnerships - IT

Leader - Alliances & Partnerships

- Our client is a mid-sized IT organization headquartered in Bengaluru. The organisation is currently looking for a Leader Alliances and Partnerships, who shall be based at their Bengaluru office.

- The organization is looking to bolster the Alliances and Partnership team, to expand the current engagements and identify new partnerships and alliances across the globe.

The global alliances and partnership team is responsible for:

a) Expanding business through technology partners

b) Supplementing and/or complimenting partner capabilities and extending support to the front line sales teams across the globe

We are currently looking for a leader who could manage the alliances and partnerships role in India and be responsible for :

a) Manage and own existing and new relationships with partners

b) Shall be responsible for growing the business organically through the captive operations of these partnerships and alliances

c) The leader shall also be a part of the decision-making process for new and existing relationships

Key deliverables :

- The leader alliances and [partnership shall focus on select accounts within the India region

- This role shall be responsible for up sell and cross sell within each partnership and alliance to meet forecasted revenue targets for each engagement

- Identify and strategize annual growth plans for each identified partners

Key responsibilities :

- The highest priority would be to increase annual revenue contribution from alliances and partnerships

- Develop a healthy sales pipeline for new and existing accounts

- Develop relationships with key executives who are either and / or influencers to the decision making process for large value deals

- Support the front end sales team by leveraging capabilities of the partners and synergies offered through alliances

Candidate profile :

- Graduate, preferably in science/ engineering with a post-graduate degree and overall experience between 15 to 18 years

- Working knowledge in select technologies, including specific areas such as Cloud, SDN, Cybersecurity and Modern Workplace

- Must have prior experience indirect and / or in-direct selling

- In-depth knowledge of the enterprise customer segment

- Strong stakeholder management, including working with the executives in partner organisations

- Should have worked on large structured deals directly and / or through partners and alliances

- Prior experience of working in a leadership role supporting partners and alliances in mid/large IT company would be an advantage

- Delivers and articulates integrated solutions through effective and audience-appropriate presentations for solutions, products/technologies, strategies and initiatives

- Consistently displays excellent organisational, communication, project management, negotiation and problem-solving skills

- A proven track record of orchestrating complex technology solutions and collaborating with a cross section of teams, including multi-locational

- Comfortable working in a matrixed environment and decision-making process