Director of Partnerships

About Flipkart Commerce Cloud

Flipkart Commerce Cloud (FCC) is Flipkart's external SaaS business — productising the technology that powers India's largest e-commerce platform and offering it to enterprise retailers globally. FCC's portfolio includes Catalog (AI-native PIM/DAM), Ads (Retail Media Network), and a full end-to-end Demand stack (storefront, search, recommendations, pricing, cart & checkout).

FCC goes to market via two routes: direct enterprise sales and a partnerships channel (system integrators, commerce consultancies, regional re-sellers, and co-sell arrangements). This role owns the latter globally.

Geographic Scope

FCC's partnerships motion currently spans three active international theatres, with additional markets in the pipeline:

What You Will Own

1. 1. Partner Pipeline & Quota

• Own and deliver annual partner-sourced ARR quota across assigned geographies
• Manage the full partner sales cycle: identify, qualify, enable, co-sell, close
• Build and maintain a healthy pipeline at 3x+ coverage; report weekly to FCC sales leadership
• Drive partner-influenced revenue on direct deals — co-sell motions with SIs and consultancies

1. 2. Partner Acquisition & Ecosystem Development

• Identify, recruit, and onboard new channel partners: system integrators, commerce consultancies, regional VARs, and technology alliances
• Own partner tier framework and commercial terms; negotiate MSAs and partner agreements
• Build relationships at the senior level — VP/C-suite at partner organisations — not just working-level contacts
• Represent FCC at industry events, summits, and partner conferences in market

1. 3. Market Expansion

• Deepen penetration in GCC/UAE, Singapore, and Chile where the pipeline is live
• Identify and make the commercial case for the next 1–2 market entries by end of Year 1
• Work with FCC's GTM and product teams to adapt positioning for market-specific buyer personas and regulatory contexts

1. 4. Team Leadership

• Lead and develop the two incoming Partnership Managers as they onboard
• Set territory plans, account assignments, and quota splits for the team
• Coach on partner sales methodology; run structured deal reviews weekly
• Build a high-performance, globally distributed partnerships team over the 12–18 month horizon

1. 5. GTM Alignment & Internal Collaboration

• Work closely with the direct sales team to align on accounts and avoid channel conflict
• Partner with Product to relay market-specific feature gaps and influence roadmap sequencing for international markets
• Collaborate with Marketing on partner-facing collateral, case studies, and regional event presence
• Feed partner intelligence back into FCC's competitive positioning and pricing strategy

What Success Looks Like

Horizon

Outcome

Signal

30 days

Full handover complete; owns pipeline, knows every active partner and deal

In-market travel to GCC or SEA; inherited pipeline reviewed and updated

60 days

Partnership Managers onboarded and ramping with clear territory plans

First new partner MOU or co-sell agreement signed independently

90 days

Quota run-rate on track; at least one new logo influenced or closed via partner channel

Presented market expansion recommendation to FCC leadership

6 months

Team at full productivity; pipeline at 3x quota coverage across geographies

1+ new market entry plan approved; ≥2 new partners acquired

12 months

Annual quota achieved; partnerships recognised as a distinct growth engine in FCC's GTM

Partner-sourced ARR as % of total FCC ARR materially increased YoY

Must-Have Qualifications

1. 10–18 years of experience in enterprise technology sales or partnerships; at least 4 years in a partnerships-specific role
2. Demonstrated track record of carrying and hitting a quota — this is a number-first role, not a relationship-management role
3. Direct experience selling into or building partnerships in GCC/UAE and/or Southeast Asia; LATAM experience is a plus
4. Experience at a SaaS or commerce technology company selling to enterprise retailers or e-commerce platforms
5. Proven ability to recruit, sign, and operationalise new channel partners — SI, consultancy, or VAR — from a standing start
6. Strong commercial acumen: can structure a partner commercial framework, negotiate terms, and protect deal economics
7. Experience managing a small, high-performance team; comfortable running structured deal reviews and pipeline calls
8. Willingness and ability to travel significantly across partner markets — target 30–40% travel

What Sets Apart Great Candidates

• You have worked at a commerce technology company (Salesforce Commerce Cloud, VTEX, Commerce tools, Adobe Commerce, Mirakl, or similar) and understand the SI and consultancy ecosystem that surrounds it
• You have a warm network in GCC and SEA — partners and prospects who will take your call on Day 1
• You think like a GM: you understand how your partner revenue affects FCC's unit economics and you optimise for that, not just bookings
• You have run a channel motion alongside a direct sales team without creating conflict — you know how rules of engagement actually work in practice
• You have built a partnerships team, not just managed one — you know how to hire for partner sales, not just account management