Senior Manager - Strategic Partnership & Alliances - AI/Technology Firm

Description:

Roles & Responsibilities:

Partner Strategy & GTM Execution:

- Build and lead companys alliances and partner ecosystem across India, MEA, and the Southeast Asia.

- Ability to strategically identify and build key relationships with partners including SIs, Resellers, Distributors, and other technology partners.

- Develop joint GTM programs with partners - from solutioning, co-marketing, to revenue targets.

- Align deeply with hyperscales (AWS, Azure, GCP) for technical and commercial collaboration.

- Plan and run enablement sessions for partner sales, presales, and solutioning teams.

Presales & Solution Acceleration:

- Drive joint PoCs, sandboxes, and pilot programs with partners and large BFSI clients.

- Support technical alignment with companys solution architects and product teams.

- Ensure partners are equipped with playbooks, sales kits, demo assets, and real-world references.

Revenue & Relationship Management:

- Identify new partner opportunities and manage the full partner lifecycle.

- Nurture long-term relationships with key decision-makers CIOs, CTOs, Partner Leaders.

- Track pipeline, forecast revenue, and jointly influence large deals and pursuits.

- Negotiate partner agreements, commercial structures, and win-win business models.

What You Bring:

- 10+ years in enterprise tech partnerships, GTM, and alliances.

- Proven success working with GSIs, ISVs, MSPs, and Hyperscales.

- Deep understanding of BFSI, payment systems, and regulatory IT environments.

- Strong background in technical solution selling and business value articulation.

- Experience running partner enablement programs across presales/sales teams.

- Strong network in the India, Middle East, SEA, and US tech and banking ecosystems.

- Excellent strategic thinking, storytelling, and relationship-building skills.

- Ability to drive joint marketing campaigns, co-sell motions, and executive alignment.

Preferred Experience:

- Familiarity with observability tools, APMs, log analytics, and banking tech stacks.

- Experience with sandbox creation and GTM scaling across partners.

- Background in regulated industries (banking, insurance, payments, etc.).