Cloud ISV Partnership Lead

About Airtel Cloud

India has a large Cloud market estimated at $22Bn for year 2024 and growing at 17% CAGR with Cloud spends becoming an increasingly larger % of our customer's IT spends. Customers have seen huge gains both on Performance and well as Cost-optimization by actively managing their Cloud strategy and adopting a Multi and Hybrid cloud approach. Airtel Cloud was launched to address the gap in the current market. Airtel's core strengths on Network & Security are tightly integrated a part of our cloud offering. We have also leveraged Airtel's brand trust, enterprise relationships, and partner ecosystem to strengthen the positioning and adoption of Airtel Cloud. Airtel cloud is a Telco-grade Cloud -Built in India, for India. It is a fully sovereign & regulated offering, built with best technology integrations promising maximized performance. It is built to address India's regulatory, performance, and cost-efficiency needs. Tailored to handle 140 crore transactions per minute for Airtel's own use in India, this cloud platform is now being extended to meet the ever-evolving needs of businesses in India. Hosted on next-gen sustainable data centers, with Gen-AI based provisioning, and managed by 300 certified cloud experts, the highly secure and reliable. Airtel cloud will offer the complete stack to our customers- IaaS, PaaS offerings, Observability, a Cloud management platform for customers to manage their Hybrid & multi-cloud environments; and Cloud security posture management across their clouds. This will be complemented with Advisory, Cloud analyzer, Data migration & Professional services from Airtel. With this product launch, we intend to become a part of our customer's cloud journey and become a one stop shop for our customers across Connectivity, Network, Security, CPaaS, IOT & Cloud. We are looking for a high performing team of motivated individuals who will help us forge our growth story.

Key Responsibilities & Accountabilities

· Define and execute the ISV partnership strategy aligned to Airtel Cloud's product roadmap, target industries (BFSI, Government, Enterprise, SMB), and growth priorities

· Identify, evaluate, and onboard strategic ISVs across key solution areas such as security, databases, analytics, AI/ML, DevOps, observability, industry platforms, and sovereign-compliant SaaS offerings

· Own the end-to-end ISV lifecycle including partner sourcing, due diligence, commercial structuring, onboarding, certification, and ongoing relationship management

· Drive co-creation of cloud services and bundled solutions by working closely with Cloud Product, Engineering, and Solution Architecture teams

· Establish technical and commercial integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks

· Enable go-to-market success through joint value propositions, sales playbooks, pricing constructs, and sales enablement for Airtel Cloud sales and PSS teams

· Partner with Sales and PSS teams to support large deals, solutioning, and customer pitches involving ISV-led solutions

· Track and govern partner performance through defined KPIs including pipeline contribution, revenue, solution adoption, customer success, and partner satisfaction

· Lead commercial negotiations covering revenue share models, licensing constructs, bundling, and long-term strategic agreements

· Ensure ISV offerings meet Airtel Cloud standards for security, compliance, data sovereignty, performance, and regulatory requirements

· Represent Airtel Cloud externally in ecosystem forums, partner events, and industry engagements to build Airtel's credibility as a strong cloud ecosystem orchestrator