What will you do at Setu? In this role, your sole objective will be to forge business partnerships infused with trust and loyalty. You- ll spend your time : - Finding new channel partners and creating a win-win proposition to close them: - Setu works with multiple types of channel partners including: Banks, WhatsApp Business service providers, ERPs, and Edutech Giants. - You will be expected to build and deliver a strong pipeline of strategic partners across these categories using various methods including- direct outreach, event-based networking and desk research. - Getting partners to sign up! Converting existing leads by understanding their business needs and mapping them to existing Setu products. By answering the following questions: What is the value prop for the partner? Why should they work with Setu? - Who are the key decision makers at the partner org? How do we get their full buy-in? - Which Setu products should be positioned first? - Which partner clients would benefit most? - How should a joint GTM strategy be defined and executed? Tell stories and demos that sear themselves into the partner's memory! - Managing and growing partners to create a multi-year multi-product relationship: - Develop deep relationships once you- ve signed up key strategic partners- Conceptualise and execute alliances with partners. This means defining: - Help partner business teams in preparing pitch materials and product demos for each product line and tuning it for different segments of customers. - Conduct sales trainings regularly and accompany partner sales reps on calls to ensure their team pitches the products well. - Support GTM with marketing collateral created jointly with help of the Setu team. - Conduct monthly business reviews with senior management to ensure continuous drive and business buy in. - Make friends with everyone in the partner org! - Coordinating with internal stakeholders with Setu to ensure the partners always have the right support: - With Business team: Identify and prioritize high potential products from both growth and revenue perspective. - With Product Management team: Ensuring the right partner feedback is delivered to ensure continuous product improvements. - With Marketing team: Create GTM plans and campaigns that can help the partner communicate the right value prop to their customers. - With Onboarding team: Ensure best-in-class onboarding timelines and world-class customer support for partner clients. - With Legal team: Quick turn around on agreements, and standardizing process for both legal and commercial approvals. - Building and maintaining relationships with key executives and decision-makers in the partner's organisation, with a primary focus on business expansion. - Continuously grow the relationship and revenue potential with these strategic partners. - Closing commercial agreements and handing them off for integration support and account management. - Manage partner loyalty - appreciation, advocacy and awarding. On-going learnings and reviews: - Learn and maintain in-depth knowledge of our products, partner priorities, industry trends and competition. - Day to day management of partnership operations using: analytics-based sales planners (we use Pipedrive as a CRM), partner review dashboards, ensuring FTRs, automation tools etc. Who is the right fit for this role? To excel in this role, you will need- Empathy: We operate with a profoundly consultative approach. Empathy for the partner is a crucial requirement for this role. Asking relevant questions to understand their needs and motivations is critical. Making them feel heard can make all the difference between a transactional relationship and a true long-term partnership. - Exceptional storytelling skills in both verbal and written form. Stories are the most effective way to communicate complex ideas. Your ability to craft compelling stories in the form of case studies will mean you close deals faster since your customers will understand the value proposition better. - A burning desire to learn and develop deep fintech expertise. Selling API infrastructure is a lot harder (and more rewarding) than selling cashbacks. You will need to know about: - How financial products work: You- re aware of how financial products are sold to large enterprises. - Architecture of legacy systems: In order to educate customers on how we can dramatically improve their business, you must first know where existing systems are broken. - Hands-on experience in solution-based sales and a deep understanding of APIs. Relentlessness: Enterprise sales is all about two words. Following through. Partnerships are rarely closed in one conversation. You will need to be friendly, patient, and relentless. Agility and flexibility: Setu provides many solutions. You might walk into a conversation planning to sell a particular product, but your conversations might reveal a different and more pressing customer need. At that moment, you must have the presence of mind to alter your sales pitch to address that need and the pitch materials ready to go. Familiarity with CRM systems, such as Salesforce, Pipedrive, Zoho and Trello - A craftsman must know their tools.

Bangalore

Partnership Manager - API infrastructure 

Partnership Manager - API infrastructure  ,Job Description for Partnership Manager - API infrastructure  in Wen Jobs in  Bangalore for (5-9) years of experience. Apply Now!

Job Description for Partnership Manager - API infrastructure  in Wen Jobs in  Bangalore for (5-9) years of experience. Apply Now!