Senior Manager - Partnership & Alliances

Senior Manager - Partnership & Alliances

KEY RESPONSIBILITIES

- Forming the strategy for partnerships (sectors, qualification, documentation, approach etc)

- Responsible for the onboarding & integration of new partners.

- Commercial negotiations with partners & structuring legal / commercial documents

- Facilitating Legal discussions on documentation - NDA, Business Partner agreements, rate card, reference fee etc

- Defining and owning GTM for partnerships and the revenue number associated with the partnership

- Cross functional coordination with internal teams such as technology, product & operations teams for integrations and product improvements/implementation.

- Develop a partner-led strategy for entering strategic partnerships and alliances, for alternate line of business for revenue generation.

- Manage complex contract negotiations that include cross functional teams from Product Management, Operations, Legal, Finance and Senior Management to gain support, approvals and to execute on the opportunities

- Work on innovating customer propositions through alliances and tie-ups.

- Generate leads through partner channel and influence deals. Be the strategic bridge between partners and the company and ensure mutual success in terms of maximizing opportunities and building great relations within the partner ecosystem.

- Led B2B relationships throughout all stages prospecting, pitching, negotiating, contract management, tracking and optimizing the performance of partnerships

- Design strategy & provide support to ensure successful execution.

- Work on partnership opportunities to support product / growth initiatives.

DESIRED OUTCOMES

- Continue to help build a strong brand for PeopleStrong in the eyes of Indian enterprises and employees.

- Generate alternate sources of revenues through partnerships

IDEAL EXPERIENCE

More than 10+ years of Alliances, Partnerships and Strategic Initiatives to build an ecosystem of partners, with a strong understanding of SaaS.

CRITICAL CAPABILITIES

Driving Results

- Acts to surpass goals, seizing opportunities to push the envelope.

- Sets continually higher goals that are ambitious but realistic for self and team, geared to organisational objectives.

- Focuses on new business opportunities that enable business development targets to be exceeded.

Commercial Orientation

- Enables higher profitability or revenue or market share by incrementally improving the business: making calculated changes in processes, selecting additions to the portfolio of businesses, or growing the business organically.

- Astute at structuring commercial discussions to protect the companies best interests

- Ability to translate the commercial terms into legal points to protect the company legally as well

OTHER PERSONAL CHARACTERISTICS

- Dynamic, engaging, self-reliant senior executive

- Ability to deal with ambiguity

- Manage a collaborative and analytical approach

- Articulate communicator

- Self-confident and humble

- Open to continuous learning

- Intelligent, rigorous thinker who can operate successfully amongst bright people.

- Be equally comfortable and capable interacting with technologists as they are with business executives