AIonOS - Head - Partnership & Alliance

Head of India Alliances.

Job Description:

- We are seeking a dynamic Alliance Leader to drive strategic partnerships and alliances in India.

- This role involves managing relationships with product companies, driving joint go-to-market (GTM) strategies, and executing sales initiatives.

- The ideal candidate will have a deep understanding of the partner ecosystem, alliance management, and partner-based selling and will be responsible for driving ServiceNow, SAP and Kore.ai personally to deliver Cosell, resell, sell with and Sell to revenue.

About AIonOS Alliances:

- AIonOS has developed strong product and service portfolio using Agentic AI solutions. Our goal is to leverage our relationships with ServiceNow, SAP and Kore.ai and expand using partner network to drive a next wave of growth.

- The AIonOS Global Alliance team is responsible for managing our largest global partners as well as strategic technology partners.

- Our aspiration is to grow revenue and build long-term profitable business models with our key and strategic partners.

- The team is accountable for orchestrating the partner ecosystem across both AIonOS industry verticals and technology practice teams to deliver both bottomand top-line revenue as well as customer success in all AIonOS engagements.

Key Responsibilities:

- Own and drive the "Sell to" alliances revenue and execute on sales strategies.

- Manage, grow, and nurture relationships with Kore.ai, ServiceNow and SAP.

- Create opportunities by focusing on specific solutions, GTM plans, and account engagement.

- Support and manage activities with resellers and distributors, including creating bills of material, deal IDs, deal registrations, and quotations.

- Collaborate with sales teams to close more deals by leveraging partners.

- Identify and leverage cross-selling opportunities in partnership with sales teams.

- Develop joint sales opportunities and define programs to increase revenue with select partners.

- Support negotiations and sales efforts with prospective partners and clients.

- Represent the company at industry and partner events in India.

- Establish and report on relevant partner metrics and key performance indicators.

Key Performance Indicators (KPIs) Include:

- Revenue Growth from Alliances: Measuring the increase in revenue generated by selling AIonOS services to Alliances.

- Joint Go-to-Market (GTM) Initiatives: Evaluating the success and number of joint GTM initiatives executed with partners.

- Deal Pipeline and Closure Rate: Monitoring the number of deals in the pipeline and the rate at which they are successfully closed.

- Partner Satisfaction and Retention: Assessing the satisfaction levels of partners and the rate of partner retention.

- Cross-Selling Opportunities: Tracking the number and success of cross-selling opportunities identified and leveraged.

- Partner Engagement Metrics: Monitoring engagement levels with partners, including regular meetings, joint planning sessions, and collaborative projects.

- Internal Collaboration: Assessing the effectiveness of collaboration with internal teams, such as sales, marketing, and product development.

Preferred Qualifications:

- Degree and 7+ years of experience in sales, alliances, relationship management, or account management.

- Proven ability to manage strategic alliances and maximize mutual value through revenue growth.

- Strong presentation and problem-solving skills at both strategic and functional levels.

- Ability to communicate effectively with senior-level decision-makers in partner organizations.

- Aggressive attitude in developing new accounts and building personal relationships.

- Excellent time management skills and attention to detail.

- Ability to develop strong relationships with clients, staff, and other professionals.

- Ability to collaborate and influence at all levels within the organization.

- Superior client-facing interaction skills, including negotiation tactics.

Personal Attributes.:

- Strategic thinker with the ability to research options and drive recommendations.

- Team player and virtual team leader capable of working in a startup mode.

- Self-motivated, results-oriented, proactive, and commited, High-energy, passionate.

- Inquisitive and tenacious with the ability to find new opportunities.

- Ability to work in a high-pressure, fast-moving, and challenging environment.

- Credible at both executive and operational levels.

- Willingness to travel.

(ref:iimjobs.com)