Head - Alliances Management - IT (15-20 yrs)

Given below the position details with a Leading IT Orgainsation in the Banking domain :

Position : Head of Alliances Management

Location : Noida

Job Role : The Head of Alliance Management plays a pivotal role in establishing and nurturing strategic alliances and partnerships to drive the growth and success of our organization. The person will be responsible for developing and executing alliance strategies, fostering collaborative relationships with partners, and aligning efforts to achieve mutually beneficial goals. The person will significantly contribute to business growth across multiple regions by reaching key customers through all available GTM strategies and models. The person will be responsible for engaging and managing global & regional systems integrators (SI), consulting firms, and channel partners to drive business development and joint marketing programs. The person will be directly responsible for our success in indirect business growth in multiple geographies through a 100% channel GTM model.

Responsibility :

- Alliance Strategy: Develop, execute, and sustain a clear and comprehensive alliance strategy to drive business growth and innovation. Present strategies, outcomes, impact & future plans to leadership. Continuously refine and adjust alliance strategies in response to market dynamics and industry trends. Promote the organization's vision and value proposition to partners.

- Partner Onboarding: Identify, evaluate, and onboard strategic partners that align with the organization's objectives and values. Assess the financial, operational, and strategic fit of potential partners. Conduct due diligence to ensure partners meet legal and regulatory compliance standards. Collaborate with legal and compliance teams to develop robust contracts and agreements.

- Business Development: Build and expand sales presence to establish a larger market footprint via partnerships and drive higher recurring revenue growth rates. Define Channel and Distribution strategy focused on pipeline creation, channel-initiated opportunities, and revenue growth targets. Work with partners to develop business plans to achieve revenue commitments, conduct reviews, and measure partner performance against pre-established business metrics. Monitor the effectiveness of the channel sales plays in conjunction with the sales teams.

- Market Analysis: Create strategies on Partner-first approach in new geographic expansion. Stay abreast of industry trends, competitive landscapes, and emerging opportunities to drive strategic decision-making. Attend industry conferences and events to present and demonstrate Co.'s product offerings along with partners.

- Partner Enablement: Create & execute partner enablement programs ensuring partners are updated on Co.'s Platform offerings. Work with Product Management & other support teams for periodic enablement of partners. Facilitate, develop, and manage sales enablement, sales support, and training to ensure partners are equipped to position product solutions, from POC to large deployments and compete effectively to meet revenue objectives. Conduct regular assessments of partnership performance and make data-driven decisions for improvement.

- Marketing: Collaborate with the Marketing team to plan & execute joint marketing initiatives along with consulting, systems integrators, and channel partners at a global & regional level.

Job Role : The Head of Alliance Management plays a pivotal role in establishing and nurturing strategic alliances and partnerships to drive the growth and success of our organization. The person will be responsible for developing and executing alliance strategies, fostering collaborative relationships with partners, and aligning efforts to achieve mutually beneficial goals. The person will significantly contribute to business growth across multiple regions by reaching key customers through all available GTM strategies and models. The person will be responsible for engaging and managing global & regional systems integrators (SI), consulting firms, and channel partners to drive business development and joint marketing programs. The person will be directly responsible for our success in indirect business growth in multiple geographies through a 100% channel GTM model.

Responsibility :

- Alliance Strategy: Develop, execute, and sustain a clear and comprehensive alliance strategy to drive business growth and innovation. Present strategies, outcomes, impact & future plans to leadership. Continuously refine and adjust alliance strategies in response to market dynamics and industry trends. Promote the organization's vision and value proposition to partners.

- Partner Onboarding: Identify, evaluate, and onboard strategic partners that align with the organization's objectives and values. Assess the financial, operational, and strategic fit of potential partners. Conduct due diligence to ensure partners meet legal and regulatory compliance standards. Collaborate with legal and compliance teams to develop robust contracts and agreements.

- Business Development: Build and expand sales presence to establish a larger market footprint via partnerships and drive higher recurring revenue growth rates. Define Channel and Distribution strategy focused on pipeline creation, channel-initiated opportunities, and revenue growth targets. Work with partners to develop business plans to achieve revenue commitments, conduct reviews, and measure partner performance against pre-established business metrics. Monitor the effectiveness of the channel sales plays in conjunction with the sales teams.

- Market Analysis: Create strategies on Partner-first approach in new geographic expansion. Stay abreast of industry trends, competitive landscapes, and emerging opportunities to drive strategic decision-making. Attend industry conferences and events to present and demonstrate Co.'s product offerings along with partners.

- Partner Enablement: Create & execute partner enablement programs ensuring partners are updated on Co.'s Platform offerings. Work with Product Management & other support teams for periodic enablement of partners. Facilitate, develop, and manage sales enablement, sales support, and training to ensure partners are equipped to position product solutions, from POC to large deployments and compete effectively to meet revenue objectives. Conduct regular assessments of partnership performance and make data-driven decisions for improvement.

- Marketing: Collaborate with the Marketing team to plan & execute joint marketing initiatives along with consulting, systems integrators, and channel partners at a global & regional level.

Experience & Skills :

- 16-20 years of Alliances and Partner management experience in Enterprise solutions (including Enterprise SaaS) driving partner revenue and growth with key Resellers, Systems Integrators, Alliances, and Business partners.

- Experience managing both channel sales and alliances by developing and implementing innovative strategies and programs for a product-based company.

- Strong collaboration skills and the ability to thrive in a fast-paced, high-growth environment.

- Must be a team player who is goal-oriented and confident, with an aptitude and desire to work with a high-performing dispersed team. Demonstrate an ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.

- Strong capabilities in building and executing channel strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance, and being accountable for results to executive management.

- Strong leadership and influencing skills within the organization. Excellent communication skills with high-level decision-makers. Team player with a positive attitude and good customer service skills.

- High levels of self-motivation, adaptability, ease of handling multiple responsibilities, and able to work on own with minimal supervision.

- An MBA from a prominent institute will add value.