Own and execute the partnerships and alliances strategy across technology, cloud, SaaS, and platform partners. Build relationships, joint value propositions, co-marketing initiatives, partner pipeline, and revenue growth. Establish ecosystem governance, KPIs, reporting, incentive structures, and strategic agreements while enabling internal teams through training and certifications. Represent the company at partner events and collaborate with legal, finance, marketing, sales, and executive stakeholders.
Role Summary
Agivant
is looking for a dynamic and strategic Lead – Partnerships
& Alliances to build and own our ecosystem growth
from the ground up. This is a pivotal, hands-on role for a sharp
and highly motivated individual who can define and execute a
scalable partnership strategy. In this role, you will be
instrumental in forging and nurturing strategic technology and
go-to-market partnerships that will drive revenue growth, enhance
our service offerings, and significantly increase our market reach.
Key Responsibilities
- Partnership
Strategy & Execution: Define,
develop, and execute a comprehensive partnerships and alliances
strategy aligned with our business goals. You will be
responsible for identifying, prioritising, and ramping up key
strategic technology and platform partners (e.g., AWS, Azure,
GCP, Salesforce, Snowflake, Databricks, ServiceNow, OpenAI, etc.).
- Joint
Value & Go-to-Market (GTM): Lead
the creation of joint value propositions, co-branded solutions,
and collaborative GTM plans with partners. This includes working
with internal and external teams to develop and execute
marketing and sales initiatives.
- Relationship Management: Act
as the primary liaison for all partners. You will manage,
deepen, and expand relationships with both new and existing
partners, ensuring strong collaboration and mutual success.
- Business
Development & Revenue Growth: Drive
pipeline development and partner-influenced revenue. You will
also facilitate training, certifications, and enablement
activities for our internal teams on partner technologies to
ensure we are certified and ready to deliver.
- Marketing
& Brand Presence: Represent
our company at partner events, industry forums, and conferences.
You will support and drive co-marketing activities such as
webinars, white papers, campaigns, and submissions for partner awards.
- Ecosystem Building: Systematically
build and grow a robust partner ecosystem that includes ISVs,
cloud providers, system integrators, and emerging startups. This
involves identifying potential partners, leading due diligence,
and negotiating strategic agreements.
- Performance
& Governance: Establish
clear KPIs, governance models, and reporting mechanisms to
measure partner success and ROI. You will be responsible for
negotiating partnership agreements, MoUs, and incentive
structures with our Legal and Finance teams.
Required Qualifications
- Experience: 5+
years of proven experience in strategic partnerships, alliances,
or ecosystem management within the IT services or tech
consulting industry.
- Domain Expertise: A
strong understanding of the enterprise technology landscape,
with specific expertise in cloud, AI/ML, automation, and data platforms.
- Hyperscaler Experience: Demonstrated
experience working with hyper scalers (e.g., AWS, Azure, GCP),
SaaS vendors, and other platform partners.
- Core Skills: Exceptional
relationship-building, negotiation, and strategic thinking
skills. You must have a demonstrated ability to influence and
collaborate with cross-functional teams and C-level stakeholders.
- Communication: Strong
communication and presentation skills, with the ability to
articulate complex ideas clearly and persuasively.
Preferred Qualifications
- MBA
or equivalent advanced degree.
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