Core Competencies & Skills:

Strategic & Business Growth Relationship & Execution

• Alliance Strategy & Vision

• Executive Relationship Management (C-Suite)

• Joint Go-to-Market (GTM) Planning

• Cross-Functional Collaboration

• Ecosystem & Partner Growth (GSI’s)

• Conflict Resolution & Mediation

• Contract Negotiation & Deal Structuring

• Partner Enablement & Training

• Revenue Forecasting & Pipeline Management

• Program & Project Management

• Career Level

• IC5

Key Responsibilities

1.

Strategic Planning & Partner Selection:

• Identify, evaluate, and prioritize potential enterprise partners that align with the organization's long-term growth and product roadmaps.
• Define clear value propositions for the alliance, ensuring a "win-win" scenario for both organizations and the end customers.

2.

Relationship & Ecosystem Management:

• Serve as the primary, trusted point of contact for key enterprise partners, fostering deep relationships across executive, product, marketing, and sales teams.
• Build and maintain a governance model (e.g., Quarterly Business Reviews) to track alliance health, resolve conflicts, and realign goals.

3.

Commercial Execution & GTM:

• Co-author and execute comprehensive joint business plans, including revenue targets, marketing initiatives, and product integrations.
• Collaborate with internal and partner marketing teams to launch co-marketing campaigns, webinars, and event sponsorships.
• Enable internal sales teams on the partner’s value proposition to drive co-selling motions and pipeline generation.

4.

Performance Tracking & Reporting:

• Define, track, and report on key performance indicators (KPIs) such as partner-influenced revenue, pipeline growth, and integration adoption.
• Manage complex legal and financial negotiations during contract renewals or expansions.

Key Performance Indicators (KPIs)

• Partner-Driven Revenue:

Total ARR generated through partner co-selling or resale.

• Pipeline Velocity:

Speed at which joint pipeline opportunities move through the sales cycle compared to direct sales.

• Partner Satisfaction (Net Promoter Score):

Quantitative health check of the relationship from the partner's perspective.

• Integration/Product Adoption:

Number of enterprise customers utilizing the joint integration or bundled offering.

Ideal Professional Background

• Education:

Bachelor’s degree in Business, Marketing, Computer Science, or a related field (MBA preferred).

• Experience:

10+ years in Partnerships, Alliance Management, Business Development, or Enterprise Account Management (ideally in Communication domain and within Onprem, SaaS, Cloud, or Tech ecosystems).

• GSI’s : Relationship with GSI’s in the region is a key requirement
• Geography : 10+ years experience in working across JAPAC
• Tools:

Proficiency with OSS, BSS platforms (Oracle, Amdocs, Ericsson, Salesforce, Service now) and collaborative tools.