Strategic Alliances 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 partners 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 partners 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 partners 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 companys 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.