Senior Manager - Alliances & Partnerships & Ecosystem Development
Location: Chennai, Bengaluru, Hyderabad | Experience: 10 -15 Years | Employment Type: Full-time
About the Role
We are expanding our Alliances & Partnerships function and are looking for a dynamic and business-focused Alliances & Partnerships Manager to build, manage, and scale strategic partnerships across technology OEMs, hyperscalers, product companies, advisory firms, and ecosystem partners.
The ideal candidate will be responsible for driving partner-led growth, developing joint go-to-market initiatives, enabling sales teams, supporting co-sell motions, maintaining relationships & coordination with partner POCs and building differentiated offerings in collaboration with internal practices, delivery, sales, and marketing teams.
Key Responsibilities
- Build and manage strategic relationships with key technology partners, hyperscalers, OEMs, platform providers, and industry ecosystem partners.
- Develop joint go-to-market plans with partners, including co-sell motions, account mapping, campaign planning, and opportunity tracking.
- Work closely with Sales, Presales, Practice, and Delivery teams to identify partnership-driven revenue opportunities across existing and new accounts.
- Drive partner enablement initiatives, including internal training, certifications, workshops, partner briefings, and solution awareness sessions.
- Collaborate with internal practice teams to build joint offerings, solution accelerators, bundled services, and industry-specific value propositions.
- Coordinate with partner sales and alliance teams to support pipeline generation, deal registration, co-selling, and bid participation.
- Support RFPs, client proposals, and executive presentations by articulating partner capabilities, joint solution value, and differentiated market positioning.
- Track alliance performance through key metrics such as pipeline influenced, revenue contribution, certifications, campaigns executed, and partner engagement levels.
- Manage ongoing partner governance, including business reviews, executive connects, partner scorecards, and action trackers.
- Stay updated on partner programs, incentives, funding models, marketplace opportunities, and ecosystem trends to maximize business impact.
Skills & Experience
- 10-15 years of experience including Alliances, Partnerships, Business Development, Sales, Presales, or Partner Ecosystem roles within the IT services industry – non-negotiable.
- Strong understanding of technology partner ecosystems such as AWS, Microsoft, Google Cloud, ServiceNow, Salesforce, Oracle, SAP, Databricks, Snowflake, or similar platforms.
- Proven experience in building partner-led GTM motions, account mapping, co-selling initiatives, and joint business plans.
- Ability to collaborate effectively with cross-functional teams including Sales, Delivery, Practices, Marketing, Finance, and Leadership.
- Strong business acumen with the ability to connect partner capabilities to client needs, market opportunities, and revenue outcomes.
- Experience in creating partner presentations, GTM decks, solution briefs, campaign plans, and executive business review materials.
- Excellent English communication, stakeholder management, and presentation skills – non-negotiable.
- Strong ability to engage with senior stakeholders internally and externally, including partner leadership and client executives.
- Understanding of IT services, digital transformation, cloud, data, automation, AI, enterprise applications, and managed services preferred.
- Certifications or partner program experience with leading technology companies will be an added advantage.
