Manager - Strategic Partnerships - IT Infrastructure

Job Title : Partner Manager - Strategic Alliances (IT Infrastructure Domain)

Location : Pune, India (Hybrid)

Experience : 5+ years in Partner Management, Alliances, or Channel Sales

Type : Identify and prioritize potential channel and implementation partners in the monitoring, ITSM, helpdesk, and log management ecosystems.

• Start with Zabbixs network of 200+ global implementation partners and strike strategic partnerships.
• Negotiate and finalize co-selling or bundling agreements with these partners.
• Develop and execute partner enablement plans (sales kits, product walkthroughs, co-branded content, etc.
• Track partner-sourced leads, conversions, and revenue through a structured program.
• Serve as the primary point of contact for partners and manage ongoing relationships.
• Collaborate with marketing and sales teams to create joint GTM campaigns.
• Collect partner feedback to shape product roadmap alignment and sales 5-10 years of experience in partner management, strategic alliances, or channel sales in the IT infrastructure or enterprise SaaS space.
• Proven track record of building partnerships with implementation partners / resellers of monitoring or ITSM tools (Zabbix, Nagios, ServiceNow, ManageEngine, Freshservice, Elastic, Splunk, etc.
• Deep understanding of the IT Infrastructure buyer landscape and typical sales cycles in enterprise environments.
• Strong negotiation skills and experience structuring reseller or referral agreements.
• Comfortable with a metrics-driven approach : KPIs, sourced revenue, partner activation timelines.
• Strong interpersonal and communication skills; able to articulate value propositions clearly.
• Familiarity with modern B2B SaaS and AI / automation tools is a plus.

Required Skills :

(ref : iimjobs.com)