About Fyno
Fyno is a modern Customer Management System built for enterprises operating at scale especially in financial services.
Banks today struggle with fragmented communication stacks: multiple CPaaS vendors, channel-specific APIs, scattered logic, rising SMS costs, poor observability, and increasing regulatory pressure. Fyno sits at the core of this problem.
We unify all customer communications SMS, email, WhatsApp, push, in-app, RCS, and more into a single, tech-first orchestration layer that plugs cleanly into a bank's core systems.
This allows banks to:
- Deliver consistent, compliant, and reliable customer experiences
- Reduce messaging costs intelligently through channel optimization
- Keep core engineering systems clean and future-proof
- Gain consolidated analytics, delivery proofs, and audit trails
Today, Fyno powers communication infrastructure for some of the fastest-growing banks and fintechs in India, handling millions of messages daily, and is now scaling into international markets including the Middle East.
Role Overview:
We are looking for a strategic leader to build and scale our partner ecosystem within the Banking, Financial Services, and Insurance (BFSI) sector. As the Head of Alliances, you will identify and manage strategic relationships with System Integrators (GSIs), ISV's, Core Banking Providers, Cloud Hyperscalers (AWS/Azure/GCP), and Consultants to drive indirect revenue and market expansion. You will be the bridge between our product and the major players who influence decision-making in banks.
Key Responsibilities:
1. Ecosystem Strategy:
- Identify and form strategic alliance with key partners relevant to the BFSI tech stack, including:
- Global System Integrators (GSIs): TCS, Infosys, Wipro, HCL, TechM.
- Core Banking/Lending Platforms/Infrastructure platforms: Finacle (Infosys), TCS BaNCS, Oracle, Pennant, Nucleus Software, Lentra, Kyndryl, Accenture, IBM.
- Channel providers : Meta, Google
- Cloud Platforms: AWS, Microsoft Azure, Google Cloud (Marketplace listings & Co-sell).
- Consulting Firms: Big 4 (Deloitte, KPMG, EY, PwC) who advise banks on digital transformation.
- ISV's
2. Revenue Generation & Go-to-Market (GTM):
- Drive indirect revenue targets through partner-sourced and partner-influenced deals.
- Develop joint GTM plans with partners, including account mapping, joint value propositions, and co-marketing activities.
- Enable partner sales teams to pitch our solution effectively (train the trainer).
3. Relationship Management:
- Build C-level relationships with partner organizations to ensure top-down alignment.
- Manage the day-to-day cadence of the partnership (QBRs, pipeline reviews, conflict resolution).
- Ensure our product is embedded or pre-integrated into partner solution catalogs where possible.
4. Internal Collaboration:
- Work closely with Direct Sales to facilitate introductions and warm entries into target accounts via partners.
- Collaborate with Product and Engineering to manage technical integrations required for partnerships (e.g., listing on AWS Marketplace or integrating with Finacle).
Requirements:
- Experience: 10+ years in B2B SaaS/Enterprise Software partnerships, with at least 5 years specifically focused on the Indian BFSI market.
- Network: Existing rolodex of contacts within GSIs (TCS/Infosys/Wipro) and major banking tech vendors.
- Hunter Mindset: Proven track record of creating partnerships from scratch, not just managing existing ones.
- Strategic Thinker: Ability to structure complex deals (reseller agreements, referral models, OEM licensing).
- Communication: Exceptional ability to articulate technical value propositions to both business and technical stakeholders at partner firms.
Key Performance Indicators (KPIs):
- Partner-Sourced Revenue: % Value of closed deals originated by partners.
- Partner-Influenced Revenue: % Value of deals where a partner played a critical role in closing/accelerating.
- New Partners Onboarded: Quality and relevance of new partners added to the ecosystem.
- Marketplace Growth: Revenue generated via Cloud Marketplaces (AWS/Azure).
The Mission
At Fyno, we are redefining enterprise communication infrastructure. We are seeking a Partner Alliance Head to anchor our presence in Mumbaithe financial capital of India. In this role, you will build and scale our partner ecosystem from the ground up, turning indirect channels into a major revenue engine. You will be the bridge between Fyno's product and the massive System Integrators (GSIs), Consultants, and Tech Vendors that dominate the Banking & Financial Services landscape.
