We are seeking an experienced and strategic leader for the role of Director / VP – Alliances & Channel Partner Program(CPP). The ideal candidate will be responsible for building, managing,and
scaling strategic partnerships, channel alliances, and partner-driven business growth initiatives across global markets.
This role requires strong expertise in partner ecosystem development, alliance management, enterprise sales collaboration, GTM strategy, and revenue growth through indirect sales channels
Key Responsibilities
Channel Partner & Alliance Management
- Identify, onboard ,and manage strategic channel partners, system integrators, resellers, consulting firms, and technology alliances.
- Build long-term executive-level relationships with partners to drive mutual business growth.
- Develop and execute partner engagement and alliance strategies aligned with business goals
Partner Revenue Growth
- Drive large-scale revenue growth through partner-led opportunities and indirect sales channels
- Create strategic business plans, revenue targets, and partner growth initiatives
- Track pipeline performance, partner contribution, and conversion metrics
Joint Go-To-Market (GTM)
- Develop joint GTM strategies, co-selling initiatives, and demand generation programs with strategic partners.
- Identify new market opportunities and build collaborative sales motions.
- Support strategic customer engagements, executive meetings, and opportunity qualification.
Partner Enablement
- Enable partners with sales training, solution positioning, service offerings, and competitive differentiation.
- Ensure partners are equipped with marketing collateral, case studies, and technical capabilities.
Contract & Commercial Management
- Lead commercial discussions, partnership negotiations, contracts, and compliance processes.
- Define partnership models, incentives, margins, and commercial frameworks.
Enterprise Sales Collaboration
- Work closely with Sales, Pre-sales, Delivery, and Leadership teams to support enterprise opportunities generated through alliances.
- Support strategic deal closures, proposal discussions, and account expansion initiatives.
Ecosystem Building
- Expand Quarks ecosystem with cloud providers, enterprise technology platforms, consulting firms, and strategic partners.y
- Identify alliances that accelerate business expansion and market penetration globally.
Required Skills
- Channel Partner Management
- Alliance Management
- Strategic Partnership
- Partner Enablement
- Revenue Growth through Partners
- Joint GTM Strategy
- Enterprise Sales Collaboration
- Ecosystem Building
- Contract Negotiation
- Stakeholder Management
- Deal Structuring
- Business Development
- Partner Pipeline Management
Desired Candidate Profile
- 15+ years of experience in Alliances, Channel Sales, Partner Sales, or Strategic Partnerships within IT Services / Technology organization.
- Proven experience in building and scaling partner ecosystems and driving partner-led revenue growth.
- Strong network across technology platforms, consulting organizations, cloud ecosystems, and enterprise partners.
- Experience working with global markets including North America, Europe, and APAC.
- Strong leadership, negotiation, communication, and executive stakeholder management skills.
- Experience managing strategic alliances with cloud providers, SaaS companies, and enterprise technology platforms is prefered.
Education
- Bachelor's degree in Engineering, Technology, Business, or related field.
- MBA preferred
