Alliances & Partnerships Manager - Vision AI & Video Analytics

Alliances & Partnerships Manager - Vision AI & Video Analytics

Location: Gurugram, India | WFO | Full-time

Company Overview

We are a fast-growing Deep-Tech Vision AI company. Our flagship platform, Ikshana transforms existing IP/CCTV camera infrastructure into real-time operational intelligence. Our solutions serve enterprise, industrial, and public-sector customers across security, safety, and operational efficiency use cases.

Role Summary

We are scaling through strategic partnerships across technology, solution, and B2B channel ecosystems, and are hiring a Partnerships Manager to own and grow that ecosystem. 

We are seeking a high-energy, strategically minded Alliances & Partnerships Manager to accelerate our GTM ecosystem. You will own end-to-end partner development - identifying, onboarding, and commercializing relationships with System Integrators (SIs), OEMs/chipset and edge-hardware providers, and complementary solution/VMS players. Your mandate spans India, Middle East, SEA, and Europe, with a focus on enterprise, industrial, and public-sector accounts across all four regions. 

Key Responsibilities

• Partner Identification & Onboarding: Map and prioritize target partners across three buckets - Technology Alliances (chipset/edge-hardware OEMs such as Intel, Axelera-class silicon providers), Solution Partners (VMS platforms, adjacent Vision AI solution providers), and Channel Partners (regional/national System Integrators).
• Deal Structuring & Negotiation: Draft and negotiate partnership agreements, reseller/referral terms, and margin-split models suited to each region's commercial norms.
• Joint GTM & Co-Selling: Build joint go-to-market motions with partners - joint content, co-branded collateral, and pipeline generation - and work with partner account teams to drive co-selling.
• Partner Enablement: Create and deliver technical/commercial enablement material so partner sales teams can pitch Ikshana confidently and accurately.
• Pipeline & Commercial Tracking: Maintain a partner-specific CRM pipeline, track partner-influenced ARR, and report on regional partnership performance.
• Cross-Functional Alignment: Coordinate with Product, Pre-sales, and Marketing to ensure partner-facing claims, integrations, and benchmarks are accurate and sign-off ready.

Required Qualifications & Experience

• 5-7 years in Alliances, Channel Sales, or Strategic BD within VMS, AI/ML SaaS, CCTV/Surveillance, or Enterprise - ideally with exposure to more than one of the target regions (India, Middle East, SEA, Europe).
• Experience navigating global partner ecosystems (e.g., Intel Partner Alliance, Nvidia, AWS/Azure Partner Networks) is a strong plus.
• Comfortable in technical conversations - APIs, SDK integrations, edge vs. cloud processing, GPU/CPU compute trade-offs - enough to hold credible discussions with technology partners.
• Track record structuring multi-party commercial agreements (reseller, revenue-share, MDF/co-marketing funds) and managing three-way delivery (Hardware + SI + Software Vendor).
• Comfortable working across time zones and cultural/commercial norms spanning distinct regions.
• Bachelor's in Engineering, Computer Science, or Business; MBA or equivalent strategy experience preferred.

Share your resume: [Confidential Information]