Strategic Alliance Manager

About the job

Sr. Strategic Alliance Manager - APAC

Sr. Alliance Manager - APAC is an important business role that will identify and develop growth segments. Your primary responsibility will be to identify, develop & nurture partnerships / alliance opportunities in the DevOps & Digital transformation ecosystem. Alliance/ Partnerships with Demand Side (System Integrators & Complementing Service Providers) and Talent fulfilment side will be in your scope of work.

We expect you to play adynamic and entrepreneurial role in our growth journey to realize revenue & profits, by working closely with Sales, Marketing, Service Delivery, Accounts Management and other external Ecosystem colleagues' system integrator partnership.

Summary:

- 10+ years of successful Enterprise Software Licenses and/or Service experience, Alliances, and experience in the APAC market.

- Bachelor's degree in Engineering and MBA/PGDM or equivalent combination of education and experience.

- Proven track record of operationalizing Revenue Streams from system integrator Software Products / reselling business.

- Self-driven Business Leader with strong passion to grow businesses by Portfolio expansion and demand side Partnerships in multiple geographies.

Responsibilities:

- Exposure on building business case for adding New Portfolio & New geography Penetration and should be able Execute approved Business case by setting up required teams, organizing them for efficiency and operationalize & integrate them with operational team (performing segment)

- Create and execute a Go to Market / Business Development strategy for Software tools & applications markets supported specifically within Atlassian, Monday.com, AWS and DevOps & Cloud technologies.

- Identify, Initiate, Negotiate & close Services partnerships / Alliance with other IT Service companies with complementing skill sets such that there is a win-win from both overall vision alignment / positioning & Revenues standpoint for both the allies.

- Explore potential business segments and geographies by mapping, sizing and targeting potential customers; discover and explore cross sell and upsell opportunities from accounts.

- Extensive experience in running high volume, low margin business in a crowded competitive market will be a big plus.

- Should be capable of setting up & managing End to end cross functional ownership for reselling business right from lead generation all the way to closing the AP transaction with suppliers.

- As the Revenue Stream operationalizes, transition the ownership to functional teams to run it themselves while you move on to new growth segments.

- Develop negotiating strategies; examine risks and potentials; estimate customers' needs and goals

- Experience working with primary KPIs as EBIDTA, Gross margin, Revenue metrics

- Identify and develop strategic alignment with key third party partners

- Work closely and collaboratively with internal stakeholders.

- Exposure on Planning for Top Line and Bottom Line and allocation of the budgets within the function managers.

- Exposure on Overall of managing working capital, Credit limits by region, Cashflow for the assigned Growth Segments.

- Time to time Develop, roll out and improve decision making tools for the Sales team. Decision making tools considering short term & long-term impact of transaction on profitability, cashflow & other cross sell opportunities.

Required Skills and Experience:

- Ability to build and convey compelling value propositions supported by data & market intelligence.

- Experience and ability to explore, acquire new system integrator Partnerships and manage & grow existing relationships.

- Demonstrated track record of successfully setting up new system integrator partnerships from scratch and converting them into profitable businesses.

- Demonstrated track record of Partnership / Alliance with complementing Consulting, Implementation company or a System Integrator and converting them into profitable Revenue Stream.

- Demonstrated track record of successfully managing cross functional business operations for software products / reselling business units of at least 10M USD or above.

- Managing Software licensing business in US and / or APAC Market.

- Working knowledge of Atlassian, Monday.com, AWS or any enterprise software tools will be an advantage.

- Teammate with a natural proficiency for partnership across functions and organizations.

- Strong verbal and written communication skills.

- Ability to build working relationships with executives, both inside and outside the organization.

- Results-oriented professional with a growth mindset in light of resource constraints, competing priorities, and aggressive timelines.

- Confidence and ability to engage with the Procurement & Technical Team of Direct clients and BD Heads at global Distributors / Partners.

- Experienced in selling in any verticals like Financial Services, Hi-tech, Retail, CPG Manufacturing, prior experience in RFP, RFQ for managed services, large SSA model.

- Open to working in the US Eastern time zone or significant overlap with the US time zone.