Alliance Manager

Job Description: Strategic Alliance Manager

Location: [Hyderabad / Hybrid / Remote] Department: Alliances / Channels / Business Development Reports To: [VP of Alliances / Global Head of Alliances]

Role Summary

We are looking for a results-driven Alliance Manager to own and expand our strategic partnerships with leading technology vendors (e.g., [Snowflake, Databricks, Stibo, Snaplogic]). In this role, you will be the 'Business Owner' of the partnership, responsible for defining the joint value proposition, executing go-to-market strategies, and driving influence revenue. You will serve as the connector between our consulting practice leads and our partners' sales organizations.

Key Responsibilities

1. Strategy & Relationship Management

• 360-Degree Partnership: Manage the overall health of the partner relationship, moving beyond simple transactions to strategic alignment.
• Executive Mapping: Build and foster relationships between our executive leadership and the partner's leadership (Partner Development Managers, Regional VPs, and Product Leads).
• Business Planning: Develop annual joint business plans (JBP) that set mutual targets for bookings, certifications, and marketing initiatives.

2. Go-To-Market (GTM) & Co-Sell

• Sales Enablement: Educate our internal sales and delivery teams on 'Why [Partner]' and 'Why Us', ensuring they understand the partner's latest product roadmap and incentive programs.
• Field Mapping: Facilitate 'power mapping' sessions where our sales directors meet the partner's Account Executives (AEs) to identify and pursue joint accounts.
• Pipeline Management: Oversee the deal registration process. Ensure opportunities are tagged correctly in partner portals to protect margins and secure 'co-sell' credits.

3. Practice Development & Certifications

• Capacity Planning: Work with delivery heads to ensure we have enough certified consultants to meet partner requirements (e.g., keeping track of tiers like Gold/Platinum/Premier).
• Offer Development: Collaborate with solution architects to package our consulting IP into 'Marketplace Offers' or industry-specific solutions that the partner's sales team can easily understand and recommend.

4. Marketing & Events

• Joint Marketing: Drive the execution of webinars, white papers, and case studies funded by partner marketing development funds (MDF).
• Events: Lead the company's presence at major partner conferences (e.g., AWS re:Invent, Dreamforce, SAP Sapphire), managing booth logistics, client dinners, and meeting schedules.

Qualifications

• Experience: 5-7+ years in Alliances, Channel Sales, or Business Development within the IT Consulting or SaaS industry.
• Ecosystem Knowledge: Strong understanding of how large technology vendors (Hyperscalers, ERP, CRM) operate their partner programs.
• Sales Acumen: Familiarity with complex enterprise sales cycles and the ability to influence sales teams without direct authority.
• Operational Skills: Experience managing MDF budgets, partner portals, and pipeline reporting (Salesforce/HubSpot).

Preferred Qualifications

• Experience managing multiple partners simultaneously (Portfolio Management).
• Existing network of contacts within major tech ecosystems (AWS, Microsoft, Google, Snowflake, etc.).
• MBA or relevant advanced degree.

Key Performance Indicators (KPIs)

• Influence Revenue: Total contract value (TCV) of deals won where the partner played a role.
• Net New Logos: New clients acquired through partner referrals.
• Partner Tier Status: Maintaining or elevating the partnership level (e.g., moving from Silver to Gold).
• MDF Utilization: Percentage of available partner marketing funds utilized.

Skills Required
joint marketing , Hubspot, Business Planning, offer development, Sales Enablement, Capacity Planning, Salesforce