Role Summary:

This is a strategic, high-impact role responsible for developing and managing Vinculum's alliance ecosystem across technology partners, system integrators, digital agencies, ERP providers, POS vendors, fintech companies, marketplaces, logistics partners, and ecommerce enablers. The role requires a strong balance of strategy and execution, with ownership of partner onboarding, co-selling, co-marketing, sales enablement, CRM governance, and measurable pipeline generation.

Working closely with the CEO and cross-functional teams, the incumbent will play a critical role in expanding Vinculum's ecosystem across India, GCC, Southeast Asia, the US, and other emerging markets.

Key Responsibilities:

Strategic Alliances & Ecosystem Partnerships:

- Identify, onboard, and manage strategic partnerships with technology providers, system integrators, digital agencies, ERP vendors, POS providers, fintech and payment platforms, marketplaces, ecommerce enablers, third-party logistics (3PL) providers, and logistics aggregators.

- Develop and execute joint go-to-market (GTM), co-selling, and co-marketing strategies aligned with enterprise and mid-market growth objectives.

- Own the complete partner lifecycle, including onboarding, enablement, governance, quarterly business reviews (QBRs), performance management, and pipeline contribution.

- Build and strengthen country-specific partner ecosystems across India, GCC, Southeast Asia, the US, and emerging markets.

Ecosystem Development & Industry Expertise:

- Maintain a strong understanding of ecommerce, omnichannel retail, supply chain, warehouse management, order management, and quick-commerce ecosystems.

- Develop and manage relationships within the Shopify Plus & Platinum ecosystem while maintaining working knowledge of Amazon, Google, Salesforce, and other strategic technology partner ecosystems.

- Proactively identify and activate partnerships across:

1. Retail and omnichannel POS providers

2. ERP platforms (global and regional)

3. Financial software and fintech companies

4. Payment gateways and reconciliation platforms

5. Cross-border payment, tax, and compliance providers

6. Digital commerce agencies and ecommerce consultants

7. System Integrators (SIs)

8. Third-party logistics (3PL) providers and fulfillment partners

9. Logistics aggregators

10. Marketplace and commerce platforms

Co-Marketing & Partner Programs:

- Plan and execute partner-led and Vinculum-hosted conferences, webinars, customer roundtables, roadshows, and trade events.

- Collaborate with Product, Marketing, and Sales teams to create compelling solution messaging around OMS, WMS, PIM, and Omnichannel Commerce.

- Drive partner-led demand generation initiatives that deliver qualified opportunities and measurable business outcomes.

- Ensure effective lead management and sales follow-up for all partner-generated opportunities.

CRM Governance, Contracts & Growth Collaboration:

- Drive adoption of Freshworks CRM as the single source of truth for alliance management, event tracking, partner-generated leads, and pipeline reporting.

- Manage partner contracts, NDAs, and commercial agreements through Zoho Contracts to streamline onboarding and governance.

- Collaborate with the Growth & Demand Generation team to execute:

1. Partner success stories

2. Blogs and thought leadership

3. Case studies

4. Webinars

5. Campaign landing pages

6. Paid marketing initiatives

7. Partner-led Account-Based Marketing (ABM) campaigns

- Translate alliance strategies into scalable campaigns supported by CRM workflows, attribution models, and seamless sales handoffs.

Sales Enablement & Revenue Growth:

- Support enterprise sales teams through partner-led opportunities, joint account planning, and co-selling initiatives.

- Enable partners with solution presentations, customer success stories, industry use cases, and value propositions tailored to different verticals and geographies.

- Serve as the primary liaison between partners, Sales, Marketing, Product, and Customer Success teams to accelerate pipeline conversion and deal velocity.

- Drive partner-sourced and partner-influenced revenue as a core business objective.

Performance Management:

- Monitor and report key alliance metrics, including:

1. Partner-sourced pipeline

2. Partner-influenced revenue

3. Event ROI

4. Partner activation and engagement

5. Ecosystem growth

6. Campaign performance

- Use CRM insights, analytics, and market intelligence to continuously optimize partnership strategies and improve business outcomes.

Skills & Qualifications:

- Bachelor's degree in Business, Marketing, Supply Chain, Engineering, or a related discipline.

- MBA is preferred.

- 5-8 years of experience in Alliances, Strategic Partnerships, Ecosystem Development, or Channel Management within Enterprise SaaS, Ecommerce, Retail Technology, Supply Chain, OMS, WMS, or Digital Commerce.

- Demonstrated success in building and scaling strategic partner ecosystems across multiple geographies.

- Proven experience executing joint GTM initiatives, co-selling programs, and partner-driven demand generation.

- Strong understanding of enterprise SaaS sales cycles and ecosystem-led growth models.

- Hands-on experience with Freshworks CRM, Zoho Contracts, and modern marketing automation platforms.

- Excellent communication, negotiation, presentation, and stakeholder management skills.

Ideal Candidate Profile:

- A proactive, entrepreneurial, and execution-focused mindset.

- The ability to build strategic relationships while driving operational excellence.

- Strong ownership of partner success, pipeline generation, and business outcomes.

- Comfort managing multiple priorities across alliances, events, sales enablement, CRM governance, and growth initiatives.

- A collaborative approach with the ability to influence cross-functional teams and senior stakeholders.

- High levels of accountability, analytical thinking, and data-driven decision-making.

- The agility to thrive in a fast-paced, high-growth SaaS environment with minimal supervision.

Why Join Vinculum?:

- Be part of a globally recognized, product-led SaaS company transforming omnichannel commerce and supply chain operations.

- Build and scale high-impact partner ecosystems across global markets.

- Play a pivotal role in driving revenue through alliances, ecosystem development, and joint go-to-market programs.

- Collaborate with world-class teams across Product, Sales, Marketing, and Customer Success.

- Gain exposure to AI-driven marketing, analytics, automation, and next-generation commerce technologies.

- Thrive in a collaborative and high-growth work environment with significant opportunities for professional development.