Job Title

Experience - 10-15 YearsObjective - To plan and build a long-lasting relationship with key Technology OEM partners, and to build a potential ecosystem that will support the growth aspirations of the Firm in the specific domain / technology space. And cultivate these partnerships to make sure we can take full advantage of alliances to grow the practice and the associated revenue.Skills Required – Strong understanding of Google technology stack.Prior experience of working with Google Cloud either as an employee or with an alliance partner managing Google as an account that enables great relationship with Google stakeholders across levelsStrong executive presence, relationship management and development skills.Ability to work in a fast paced, demanding, deadline-driven environment.Excellent stakeholder and people management skills. Clear vision in value proposition on alliance for clientsGood thinker with ability to understand concepts and with relevant industry experience.Effective networker with ability to understand client needs.Excellent negotiator, sales focused, target oriented, effective communicator and analytical bent of mind. Strategic thinker with ability to understand concepts.Responsibilities Takes primary responsibility for all aspects of the relationship with the Tech OEM including - agreements, contractual obligations and revenue realization. Enables sales motion and activates client outreach along with the service linesMaintains a sales/ pipeline funnel and the SPOC for registering all deals in alliance partner portal and CRM. Be responsible for ensuring company's availing all available partner/ deal specific funding. Involved in key aspects of annual business planning with the OEM in tandem with the respective practice teams within firm. Build go to market strategies, and identify growth drivers based on market trends and OEM's vision for the marketGood understanding of the tech OEM product portfolio and the go to market strategy Effective networker with relationship building across Tech OEM's GTM teams Becomes the voice of the OEM and market to the Service Line to align with emerging market trends, industry drivers and competitive intelligence. At the same time be the voice of the firm and the Service Line to the OEM on firm's strengths, potential high value solutions, assets differentiating our offering in the market, Identify key themes / programs that are aligned to both parties (OEM & Firm) strengths to build and execute a Go to Market motion that will create demand and opportunity pipeline to build and drive market growth. Drive account planning, territory and sector coverage plans and other GTM initiatives that can be executed jointly towards building pipeline and revenue attainment. Align with key stakeholders in the Firm across Service Lines, Markets, Sectors to drive visibility and traction for potential leverage of the Tech OEM platforms in client engagements Front end pursuits as the need may arise focusing on the company value proposition, key differentiators, and win themes. Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients.Drives enablement programs to ensure service line teams are adequately trained and certified on the relevant Google technology stackEnsure visibility of company to the Alliance Partner Leadership and regular connect between Leadership on either sides to drive sponsorship in key areas of collaborationAligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global 360 (G360) Global Client Service Partners (GCSPs).Develop collaborative relationships with lead partners and their teams and communicate priority solutions and relevant positioning strategies for their clients. The Candidate –Graduate - preferably Graduate/B.tech/BE or MBA/post graduate from reputed institute12 to 18 years of relevant experience from consulting/industry/alliance partnerEvidence of successful sales and alliance management, prospect consistently and upsell.Should be proficient in working with Microsoft Office tools.Good written, verbal communication and interpersonal skillsPreferably people who have worked in enterprise software / technology services sales in – An Alliance role with large SI's such as Big 4 consulting, IBM, other SI's Someone who has been in Enterprise Sales with Large OEM's driving enterprise software sales with exposure of complex solution selling Ability to work in a complex, unstructured environment collaboratively cutting across a multitude of stakeholders.