ABOUT THE ROLE
As Alliance Manager at Zarthi, you will own our AWS partnership and ISV ecosystem in India. This is an end-to-end ownership role - from strategy to execution - sitting at the intersection of business development, partner success, and internal enablement.
You will work closely with the Distribution Head and Marketing Head to identify customer acquisition channels, align Zarthi's offerings with AWS's internal KPIs, and ensure our ISV relationships translate into active pipeline. This is a high-visibility, externally-facing role that requires equal parts relationship depth and commercial drive.
KEY RESPONSIBILITIES
AWS Partnership
- Own AWS revenue for Zarthi in the India region set targets, track performance, and drive accountability
- Deepen Zarthi's existing AWS presence by expanding co-sell motions, managing the ACE pipeline, and driving Marketplace adoption including Private Offers and MPPO
- Map Zarthi's service offerings to AWS's internal KPIs to ensure alignment and joint success across teams
- Ensure every Account Manager at Zarthi is connected with their counterpart AM at AWS drive field-level engagement at scale
- Work with the Distribution Head and Marketing Head to identify and activate customer acquisition channels for the AWS business
- Keep business and technical teams at Zarthi updated on new AWS programs, launches, and solutions relevant to our offerings
- Increase Zarthi's visibility within the AWS ecosystem through structured engagement Lunch & Learns, executive connects, joint events, and targeted outreach
- Navigate AWS partner programs, MDF, incentive structures, and funding mechanisms to maximize joint value
ISV Ecosystem
- Identify, onboard, and manage strategic ISV partnerships aligned with Zarthi's GTM priorities
- Build repeatable ISV engagement frameworks from initial onboarding through joint pipeline creation to deal execution
- Drive monthly cadence with PDMs of key ISVs covering pipeline review, BAU activities, and strategic initiatives
- Execute co-marketing initiatives with ISVs including webinars, campaigns, and partner events for the India market
Internal Collaboration & GTM Execution
- Support joint account planning, opportunity mapping, and deal strategy for alliance-sourced opportunities in partnership with the sales team
- Work cross-functionally with sales, delivery, and marketing teams to ensure partnerships translate into active pipeline and closed revenue
- Own the alliance reporting cadence track key metrics and present partner performance to internal stakeholders
WHAT YOU BRING
Must-Have
- 25 years of experience in alliance management, partner GTM, or business development
- Hands-on experience working within the AWS Partner Network (APN) familiarity with ACE, co-sell motions, and Marketplace mechanics
- Proven track record of managing channel or reseller relationships and driving partner-sourced revenue
- Excellent relationship-building and stakeholder management skills ability to influence without authority, both internally and externally
- Experience collaborating cross-functionally with sales, marketing, and delivery teams to execute joint initiatives
- Self-starter mindset with the ability to build programs from the ground up and manage multiple priorities simultaneously
- Willingness to travel within India for partner engagements, events, and field activities
Good to Have
- B.Tech + MBA (MBA preferred, not mandatory)
- Prior experience at a hyperscaler (AWS, Azure, or GCP) or in an alliance role at a SaaS company
- An existing network within the AWS and/or ISV ecosystem in India
