Partner Manager - GSI

About the Role

We are seeking an outstanding GSI Alliance Manager to join our team and work out of our Bangalore Office. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership.

The GSI Alliance Manager will be pivotal in driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.

Responsibilities

• Develop the NA plan for the alliance partner in collaboration with stakeholders across the organization, focusing on critical offerings and country-level execution
• Develop joint relationships, initiatives, and programs for long-term sustained account success
• Influences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partner
• Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of organization revenue - engage in customer-specific activities as needed
• Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals
• Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients
• Manage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programs
• Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients
• Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix s overall capability
• Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partners sales campaigns
• Collaborate with partner s product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFix
• Handle escalation & governance as part of partner program and experience during sales as well as after-sales

Requirements

• MBA Degree or equivalent business experience
• 5-10 years of GSI alliance experience, preferably from within a SaaS / ISV organization
• Ability to understand complex GSI relationships
• Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners
• Experience engaging and influencing C-level executives
• Experience owning, driving, and managing partnerships against quarterly targets
• Excellent communicator and active listener with a strong sense of ownership in the work
• Skilled in negotiating contracts and growth plans with current and prospective GSI partners
• Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise
• Ability to use a clearly defined methodology for establishing priorities
• Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners customer needs

Skills Required

Saas, Partner Management, Customer needs analysis