Head of Partnerships

About the Company

Lead the companys global partner ecosystem for ERP, CRM, and HCM products. The role is responsible for acquiring strategic partners, building a structured partner program, and managing regional Partner Account Managers across India, the Middle East, and the Far East.

About the Role

The objective of the role is to create a strong partner-led revenue engine where partners generate pipeline, participate in sales cycles, and implement ERP, CRM, and HCM solutions successfully.

Responsibilities

Partner Strategy and Ecosystem Development

• Define the partner strategy for ERP, CRM, and HCM solutions.
• Identify partner categories such as system integrators, implementation partners, consulting firms, technology partners, and referral partners.
• Build a scalable partner ecosystem that supports market expansion and revenue growth.
• Design a structured partner program including partner tiers, certification requirements, incentives, and revenue expectations.

Partner Acquisition

• Identify and onboard new strategic partners across India, the Middle East, and the Far East.
• Evaluate partner capabilities in ERP, CRM, and HCM implementation.
• Assess partner sales capability, consulting strength, and industry expertise.
• Negotiate and execute partnership agreements.
• Ensure partners align with the companys go-to-market model.

Partner Account Management Leadership

• Lead and manage regional Partner Account Managers.
• Set clear pipeline and revenue targets for each region.
• Ensure partners are actively engaged in demand generation and opportunity development.
• Regional management scope:
• India | Develop local partner network and system integrators
• Middle East | Expand ERP, CRM, HCM partner ecosystem in UAE, KSA, Bahrain, Oman, Qatar, Kuwait
• Far East | Build strategic alliances in Asian markets

Partner Enablement and Certification

• Develop structured training programs for ERP, CRM, and HCM solutions.
• Ensure partners complete product training and certification.
• Provide partners with sales playbooks, demo environments, and implementation guidelines.
• Ensure partners can independently demonstrate and implement solutions.

Pipeline and Revenue Generation

• Drive partner-led pipeline creation.
• Ensure partners actively introduce opportunities and participate in sales cycles.
• Work closely with internal sales teams on partner-led opportunities.
• Track conversion from partner lead sales engagement proposal deal closure.

Partner Performance Management

• Metric | Description
• New Partners Onboarded | Strategic ERP/CRM/HCM partners acquired
• Active Partners | Partners generating pipeline
• Partner Generated Pipeline | Opportunity value generated by partners
• Partner Revenue Contribution | Revenue closed through partners
• Partner Certification | Number of partners trained and certified

Partner Governance and Program Management

• Define partner tiers
• Establish clear engagement rules between partners and direct sales teams.
• Ensure compliance with partner program policies and brand standards.
• Maintain long-term relationships with high-performing partners.

Cross Functional Alignment

• Work closely with Sales, Marketing, and Delivery teams.
• Ensure partners receive pre-sales support, demo environments, and proposal assistance.
• Coordinate with delivery teams to ensure partners implement solutions successfully.

Qualifications

• Experience | Requirement
• Channel Strategy | Experience building partner ecosystems for enterprise software
• ERP/CRM/HCM Exposure | Understanding of enterprise business applications
• Partner Acquisition | Ability to identify and onboard strategic partners
• International Markets | Exposure to India, Middle East, or Asian markets
• Leadership | Experience managing regional partner managers
• Negotiation | Ability to structure and close partnership agreements

Preferred Skills

• Experience working with ERP, CRM, or HCM solution providers.
• Experience managing system integrators and consulting partners.
• Experience working in enterprise SaaS or enterprise software environments.

Success will be measured by:

• Area | Outcome
• Partner Ecosystem | Strong network of capable ERP, CRM, and HCM partners
• Pipeline Growth | Consistent partner-generated opportunities
• Revenue Contribution | Increasing share of revenue through partners
• Partner Capability | Partners capable of selling and implementing solutions independently

Equal Opportunity Statement

We are committed to diversity and inclusivity.