Job Title

Job Description: Strategic Alliance ManagerLocation: [Hyderabad / Hybrid / Remote] Department: Alliances / Channels / Business Development Reports To: [VP of Alliances / Global Head of Alliances]Role SummaryWe 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 Responsibilities1. 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.