Alliance & Partnership Manager

Job Description - Alliance & Partnership Manager (SaaS)

Location: [Pune / On-site]

Department: Business Development / Partnerships

Reports to: Head of Growth / VP of Business Development

Role Overview

The Alliance & Partnership Manager is responsible for identifying, developing, and managing

strategic partnerships that drive revenue growth, product adoption, and market expansion for

our SaaS platform. This role builds long-term relationships with technology partners, resellers,

and integration partners to create mutual value.

Key Responsibilities

Partnership Strategy & Development

Identify and evaluate potential strategic partners (technology, channel, and solution

partners).

Develop partnership strategies aligned with company growth goals.

Build and maintain a strong partner pipeline

Relationship Management

Own partner relationships from onboarding to ongoing performance management.

Act as the primary point of contact for strategic partners.

Conduct regular business reviews with partners to track results and optimize

collaboration.

Revenue & Growth Enablement

Drive co-selling and co-marketing initiatives with partners.

Support sales teams with partner enablement, training, and deal collaboration.

Track partner-sourced and partner-influenced revenue.

Operational Execution

Negotiate and manage partnership agreements.

Coordinate with Product, Marketing, Sales, and Customer Success teams on partner

initiatives.

Manage integrations, joint campaigns, and go-to-market plans.

Performance & Reporting

Define KPIs for partner success (revenue, leads, adoption, retention)

Analyze partnership performance and optimize programs accordingly.

Maintain CRM and partnership documentation.

Skills and Qualification

Education: Bachelors degree in Business, Marketing, IT, or a related field.

Technical Aptitude: Basic knowledge of Java, React, AWS. Understanding of API,

Logs, integrations etc. Need understanding of a complex software product and explain it

to non-technical users.

Communication: Exceptional communication, presentation and "active listening" skills.

Experience -

37+ years of experience in partnerships, business development, or alliances

(SaaS or tech industry preferred).

Proven experience building and managing strategic partnerships

Strong negotiation and relationship management skills.

Understanding of SaaS business models, APIs, and integrations.

Ability to work cross-functionally with Sales, Product, and Marketing teams.

Excellent communication and presentation skills

Familiarity with CRM tools (Salesforce, HubSpot, etc.).

Key Performance Indicators (KPIs)

Partner-sourced revenue growth

Number of active, producing partners

Joint pipeline value

Integration adoption

Partner retention and satisfaction