AVP - Partnership & Alliances - Telecom

One of our leading Clients in Pune is looking for AVP -Partnership & Alliances Position in Telecom Domain.

Job Details :

Designation : AVP - Partnership & Alliances

Experience : 15 - 18 yrs.

Location : Pune

Education Details :

Engineering and a MBA degree in marketing with 15 -18 years of experience of developing Strategy, managing an alliance Program, marketing strategy; Experience in a telecommunication service provider or Telecom Equipment Manufacturers or outsourcing business would be preferable; Understanding of program management for a wide portfolio of services; Knowledge of financial management

Job Description :

- Lead the development and deployment of strategy for Alliance and Partnerships Program with the objective of facilitating the achievement of the business objective through aligned strategic choices and impactful customer communication.

- Lead the process of strategy development with individual partners to meet its medium and long term goals,

- Develop Strategy for growth by developing and eco system of partnership with Key partners giving access to strategic markets, technologies, geographies and competencies.

- Execute Alliance Agreements, NDA's and Business Plans with Partners for long term sustainable growth.

- Develop 360 degree strategies with Partners for Sell Through, Sell With and Sell To dimensions.

- Help build traction of Partners with Practice, Pre-sales, Sales and Delivery teams also help create an alliance program so as to broaden reach and effectiveness.

- Build Partner governance framework and leadership connects across organization to make them partnership of significance for mutual benefit.

- Lead the Strategy development for Alliances & Partnerships and deployment process; coordinating across the corporate teams and the leadership team.

- Develop a specific 360 Degree go-to-market strategy based on strategic direction.

- Lead the development of the segment strategy with Partner basis relevant business and marketplace insights; Understand the segment positioning in the eco system;

- Identify gaps in portfolio working together with the - practice team-

- Identify potential partners in the market able to fill above gaps

- Close agreements with the selected partners, in cooperation with the legal function, as well as partner and sales (specific the head of Partners sales)

- For respective partners, develop, together with Sales and Strategy team, the target market list and the go-to-market strategy; Identify areas of penetration, areas in which to enhance the practice portfolio, create market differentiation in consultation with Sales, Pre-sales and Practice teams.

- Strategy Development and Deployment for Partnership & Alliances

- Lead the development of the annual marketing plan together with Partners in support of the Partnership and Alliances strategy and key initiatives, including appropriate objectives and metrics for success;

- Develop marketing messaging and key initiatives for Partnerships and Alliances;

- Prepare and track governance plans, budget for the team and take corrective actions in case of discrepancies.

- Own accuracy and timeliness of information flows.

- Release dashboards and financial performance and coordinate gap closure plans. Create the Alliances Program to enhance the market reach and effectiveness.

- Partner Sales Process Management

- Jointly lead the pipeline development across the regions and conversion of the pipeline to achieve the order book by region;

- Drive critical sales opportunities and engagements with sales teams ;

- Engage with key customers/strategic accounts (CXOs together with partners and Sales team members

- Participate with the teams to identify, qualify, manage and close sales opportunities; Track the opportunity funnel, monthly and quarterly sales forecasts; Review business case, Bid Management team for large deals; Engage with Finance and Bid Management on deal pricing, profitability, go/no go decision.