Global Partnership & Alliance Leader (OEM)

Job Summary:

This role focuses on result driven Alliance & Partnership professional with experience in partner onboarding, alliance management, sales enablement and revenue-driven GTM execution. Proven track record of managing strategic partnerships with hyperscalers and technology partners driving partner-led pipeline growth, supporting large-scale revenue outcomes and enabling cross-functional collaboration. Strong exposure to channel sales, lead management, partner operations and stakeholder engagement across global teams.

Job Description:

• Partnership Onboarding:
• Drive end-to-end onboarding of new partners, including initiation of agreements, portal setup and access enablement
• Define and execute onboarding plans to align partnership goals, engagement models and success metrics
• Collaborate with internal practice teams to build required competencies and capabilities aligned with partner expectations
• Partnership Management:
• Manage strategic alliances and support partner-led GTM initiatives to drive business growth and revenue outcomes
• Strengthen partner relationships through regular governance cadences including pipeline reviews, QBRs and enablement sessions
• Identify tier gaps and execute initiatives to improve partner visibility and progression toward higher partnership tiers
• Coordinate certification programs, webinars and training initiatives with partner advisors and internal teams
• Collaborate with cross-functional teams across sales, leadership and delivery functions to align alliance priorities and target accounts
• Sales & Business Development:
• Contribute to lead generation and funnel progression activities
• Work closely with sales and partner teams to support customer engagement, business development and revenue realization
• Support revenue generation through partner-led sales initiatives and strategic account alignment
• Lead Management & Sales Support:
• Coordinate with sales teams to schedule discovery calls, manage follow-ups and track opportunity progression
• Accountable lead and deal management activities through CRM and procurement platforms such as HubSpot and SAP Ariba
• Establish and manage regular cadence with sales and partner alliance teams to execute co-sell motions and accelerate partner-influenced revenue growth
• Solution & Marketplace Onboarding:
• Support onboarding of solutions across partner marketplaces
• Coordinate with partner advisors, solution validation teams and internal stakeholders to ensure timely onboarding and hosting
• Track milestones, dependencies and timelines to ensure smooth execution of marketplace initiatives
• Documentation and Records Management:
• Maintain live dashboards for tracking partner pipeline, leads, certifications, program milestones and tier status updates
• Prepare partner-specific reports, business reviews, presentations and governance updates
• Maintain agreements, onboarding documentation and partner engagement records
• Create and standardize reusable templates for deal registration, project launches, funding requests and solution certifications
• Ensure all partner portals are updated with accurate and current information
• Drive scalable operational processes and governance practices for partnership management

Profile Description:

• Sales-Focused Attributes & Competencies:
• Customer-Centric Thinking: Understands client needs and aligns partner solutions accordingly
• Strong Communication & Storytelling: Able to articulate value propositions clearly to internal teams and partners
• Stakeholder Influence: Works effectively across sales, practice and partner teams to drive outcomes
• Proactiveness & Ownership: Manage opportunities, follows through on deals and drives closure support
• Analytical Thinking: Uses data to track performance, identify gaps and recommend improvements
• Collaboration and Adaptability : Supports co-sell motions and works seamlessly with cross-functional teams. Comfortable working in a fast-paced, target-driven environment and result orientation mindset.