Role Overview
Ramco Systems is looking for a high-impact Partnerships & Alliances manager to drive growth through a structured and scalable partner ecosystem.
This role will own the strategy, development, and execution of partnerships across multiple partner types including OEMs, hyperscalers, Big consulting firms, system integrators, boutique firms, reseller partners, ecosystem partners, and complementary solution providers.
The individual must be hands-on, outcome-driven, and capable of working cross-functionally with Sales, Product, and Marketing teams to build pipeline, accelerate deals, and expand market reach globally. The role is expected to drive direct business impact by leveraging partners and alliances as a force multiplier for revenue growth.
Key Responsibilities
Partner Strategy & Ecosystem Development
- Define and execute a comprehensive partnerships strategy aligned to business priorities across business units
- Structure and manage partner segmentation across:
- OEMs (Oracle, SAP)
- Infra / cloud partners (AWS, Azure)
- Big consulting firms (PwC, Deloitte, KPMG, Accenture)
- Global and regional system integrators
- Boutique and specialist firms
- Reseller partners
- Ecosystem partners
- Complementary solution providers
- Identify white spaces and onboard new partners across geographies
Partner Lifecycle Management
- Own end-to-end partner lifecycle: identify → onboard → enable → activate → scale
- Build clear partner value propositions, engagement models, and success frameworks
- Drive partner enablement including sales training, certifications, and solution alignment
Revenue & Pipeline Ownership
- Drive partner-sourced and partner-influenced pipeline, including reseller-led revenue
- Work closely with Sales to:
- Co-sell and close strategic deals
- Enable reseller partners to independently drive opportunities
- Improve win rates through partner leverage
- Track and report on partner contribution to revenue and pipeline
Joint Go-To-Market (GTM) Execution
- Plan and execute co-marketing and co-selling programs with partners:
- Account-based marketing programs
- Events, webinars, and campaigns
- Industry-specific GTM plays
- Collaborate with Product Marketing and Digital teams to build partner-specific messaging and campaigns
Relationship & Stakeholder Management
- Build strong executive relationships across partner organizations
- Act as the central point of contact between Ramco and partners
- Influence internal stakeholders across Sales, Product, and Delivery to align on partner priorities
Performance Tracking & Governance
- Define KPIs and success metrics for each partner category, including reseller performance metrics
- Regularly review partner performance and optimize investments
- Manage partner agreements, commercials, and governance cadence
What Success Looks Like
- Strong growth in partner-driven pipeline and revenue, including reseller-led business
- High-impact partnerships across key segments (OEM, consulting firms, SIs, resellers, and ecosystem players)
- Scalable and repeatable partner GTM programs
- Improved deal velocity and win rates through partner engagement
- Clear visibility into partner ROI and contribution
Required Experience & Skills
- 5 to 7 years of experience in partnerships, alliances, business development, or ecosystem roles
- Strong experience working with enterprise software / SaaS ecosystems
- Proven ability to manage multiple partner types (consulting firms, SIs, OEMs, cloud, resellers, etc.)
- Experience in co-selling, co-marketing, and reseller-led motions
- Strong commercial acumen with deal-making exposure
- Ability to operate in a global, matrixed environment
