Core Competencies & Skills
Strategic & Business Growth
Relationship & Execution
Alliance Strategy & Vision
Executive Relationship Management (C-Suite)
Joint Go-to-Market (GTM) Planning
Cross-Functional Collaboration
Ecosystem & Partner Growth (GSI’s)
Conflict Resolution & Mediation
Contract Negotiation & Deal Structuring
Partner Enablement & Training
Revenue Forecasting & Pipeline Management
Program & Project Management
Key Responsibilities
1. Strategic Planning & Partner Selection
- Identify, evaluate, and prioritize potential enterprise partners that align with the organization's long-term growth and product roadmaps.
- Define clear value propositions for the alliance, ensuring a "win-win" scenario for both organizations and the end customers.
2. Relationship & Ecosystem Management
- Serve as the primary, trusted point of contact for key enterprise partners, fostering deep relationships across executive, product, marketing, and sales teams.
- Build and maintain a governance model (e.g., Quarterly Business Reviews) to track alliance health, resolve conflicts, and realign goals.
3. Commercial Execution & GTM
- Co-author and execute comprehensive joint business plans, including revenue targets, marketing initiatives, and product integrations.
- Collaborate with internal and partner marketing teams to launch co-marketing campaigns, webinars, and event sponsorships.
- Enable internal sales teams on the partner’s value proposition to drive co-selling motions and pipeline generation.
4. Performance Tracking & Reporting
- Define, track, and report on key performance indicators (KPIs) such as partner-influenced revenue, pipeline growth, and integration adoption.
- Manage complex legal and financial negotiations during contract renewals or expansions.
Key Performance Indicators (KPIs)
- Partner-Driven Revenue: Total ARR generated through partner co-selling or resale.
- Pipeline Velocity: Speed at which joint pipeline opportunities move through the sales cycle compared to direct sales.
- Partner Satisfaction (Net Promoter Score): Quantitative health check of the relationship from the partner's perspective.
- Integration/Product Adoption: Number of enterprise customers utilizing the joint integration or bundled offering.
Ideal Professional Background
- Education: Bachelor’s degree in Business, Marketing, Computer Science, or a related field (MBA preferred).
- Experience: 10+ years in Partnerships, Alliance Management, Business Development, or Enterprise Account Management (ideally in Communication domain and within Onprem, SaaS, Cloud, or Tech ecosystems).
- GSI’s : Relationship with GSI’s in the region is a key requirement
- Geography : 10+ years experience in working across JAPAC
- Tools: Proficiency with OSS, BSS platforms (Oracle, Amdocs, Ericsson, Salesforce, Service now) and collaborative tools.
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Career Level - IC5