Manager - Alliances & Partnerships - Communications & Utilities Business Unit - IT

Manager - Alliances & Partnerships

- The Alliance Manager will be responsible for identifying new partnerships, and developing and managing existing strategic relationships for the Communications & Utilities business units for the India & Asia Pacific regions. Partners could include consulting organizations, technology providers and system Integrators.

The key objective of the role will be two fold, viz-a-viz :

- Get partners support on their solution components on the bids/opportunities being directly addressed by Company and

- Generate new reciprocal business opportunities in collaboration with identified strategic partners to promote Company services and solutions in Sell-To and Sell-Through models to these partners in collaboration with the regional sales team.

Location : Hyderabad - India

Key Responsibilities :

- Develop and communicate a partner strategy for the management and development of the selected partners.

- Work closely with the BD, Sales & Delivery teams to manage existing and identify new strategic partners.

- Coordinate local engagement between Geo stakeholders (sales, consulting, marketing) and partner organization to monitor and support progress of joint opportunities

- Manage, liaison and maintain close relationship with existing and prospective partners to establish long term, as well as opportunity based, alignments.

- Facilitate development and negotiation of necessary documentation, contracts, agreements, and marketing strategy plans required to develop strategic partner program.

- Promote the Company brand among the above stated partners and communicate the benefits of partnering with us.

- Develop plans for collaboration around partner and Company events regionally.

- Keep all stakeholders informed on the partner strategy, progress and next steps.

- Establish regular cadence calls with selected partners to progress business development and partner satisfaction.

- Understand local and global partner organization structures.

- Coordinate regional partner strategy with Company Global Alliance Manager.

- Identify, plan and implement possible areas of collaboration with the strategic partners that will benefit the Communications & Utilities business.

Desired Qualifications, Skills and Experience :

- Ideally a Graduate Degree in Engineering / Computer Science from a premier institute and an MBA in Marketing

- 6-10 years of successful experience in the area of sales or partner management working for a reputed organization in IT or similar business.

- Prior experience in the Communications and/or Utilities vertical is highly desired.

- Knowledge and understanding of typical engagement models for partner management.

- Familiarization and understanding of processes and documentation involved in forming and maintaining partners.

- Exposure to process driven work environment and experience of operating in complex multicultural global environment.

- Understanding of services based partnerships as opposed to product resell partnerships.

- Candidate is also expected to have a very good Business sense and Commercial acumen. He/She must be able to come up with innovative commercial models to address emerging and evolving customer needs. He/She should be able to create business cases, ROI models, etc. and should be able to present/justify the same to customers and internal stakeholders.

- Candidate must be able to manage multiple partners across countries/continents and should be well verse with the workings of a global delivery model. Candidate should also be well verse with managing an offshore delivery team based out of India.

- Candidate should have exceptionally good Communications, Presentation Skills, People Management capabilities, Abilities to manage a multi-culture/multi-ethnic teams, Networking capabilities with customers and industry peers.

- Candidate should be a Pro-active go-getter. He/She should be Pragmatic with a can-do attitude, should have willingness and attitude to learn, coach and mentor.