Job Description

𝗧𝗵𝗶𝘀 𝗿𝗼𝗹𝗲 𝗶𝘀 𝗳𝗼𝗿 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗪𝗲𝗲𝗸𝗱𝗮𝘆'𝘀 𝗰𝗹𝗶𝗲𝗻𝘁𝘀

𝗦𝗮𝗹𝗮𝗿𝘆 𝗿𝗮𝗻𝗴𝗲: 𝗥𝘀 𝟱𝟬𝟬𝟬𝟬𝟬𝟬 - 𝗥𝘀 𝟲𝟬𝟬𝟬𝟬𝟬𝟬 (𝗶𝗲 𝗜𝗡𝗥 𝟱𝟬-𝟲𝟬 𝗟𝗣𝗔)

Experience: 11+ yrs

Location: Bengaluru

Job Type: Full-time

We are looking for an experienced and commercially driven Vice President – Partnerships to lead the development and expansion of a global partner ecosystem for an AI-powered B2B SaaS and enterprise technology business.

The role will focus on building strategic alliances with technology companies, consulting firms, system integrators, cloud providers, and other ecosystem partners to create new market opportunities, generate qualified sales pipeline, accelerate enterprise growth, and drive partner-sourced and partner-influenced revenue.

The ideal candidate will combine strategic vision with strong commercial execution, executive-level relationship management, and a proven track record of building high-value partnerships in fast-growing technology environments.

Requirements

KEY RESPONSIBILITIES

• Define and execute the global partnerships and strategic alliances strategy aligned with business growth objectives.
• Identify, evaluate, negotiate, and onboard high-value technology, consulting, system integration, cloud, and ecosystem partners.
• Develop structured partner programs covering recruitment, onboarding, enablement, activation, co-selling, and joint go-to-market execution.
• Build and maintain strong C-level relationships with strategic partners and ecosystem leaders.
• Develop joint business plans, account plans, value propositions, commercial models, and revenue strategies.
• Drive partner-sourced and partner-influenced pipeline and revenue through structured alliance programs.
• Identify opportunities for co-selling, cross-selling, market expansion, joint solutions, and strategic customer acquisition.
• Collaborate with Sales, Marketing, Product, and Customer Success teams to align partner initiatives with business priorities.
• Lead complex commercial negotiations and multi-stakeholder partnership agreements.
• Develop partner enablement strategies, sales plays, solution positioning, and joint marketing initiatives.
• Establish partnership KPIs, performance dashboards, governance mechanisms, and regular business reviews.
• Monitor partner performance and identify opportunities to increase engagement, pipeline contribution, and revenue impact.
• Identify emerging opportunities across AI, customer experience, enterprise SaaS, cloud, CRM, automation, and workflow technologies.
• Represent the organisation at industry conferences, executive forums, partner summits, and strategic customer engagements.
• Build strong relationships across global technology ecosystems, consulting firms, system integrators, cloud providers, and technology platforms.
• Establish scalable partnership processes and continuously improve partner acquisition, activation, and revenue-generation strategies.

WHAT MAKES YOU A GREAT FIT

• 11+ years of experience in partnerships, strategic alliances, business development, channel sales, or ecosystem development.
• Strong leadership experience within B2B SaaS, enterprise technology, customer experience, AI, CRM, or related technology ecosystems.
• Proven track record of building and scaling strategic partnerships that generate measurable pipeline and revenue.
• Deep network across technology companies, consulting firms, system integrators, cloud providers, and enterprise decision-makers.
• Strong experience developing and executing global or regional partner and alliance strategies.
• Demonstrated ability to negotiate complex commercial agreements and structure mutually beneficial partnership models.
• Strong understanding of co-selling, joint go-to-market, partner enablement, channel development, and alliance management.
• Proven experience managing complex, multi-stakeholder enterprise deal cycles.
• Exceptional executive presence with the ability to build trust and influence CXO-level stakeholders.
• Strong commercial acumen and ability to connect strategic partnerships with measurable business outcomes.
• Excellent communication, negotiation, presentation, and stakeholder-management skills.
• Entrepreneurial and proactive mindset with the ability to identify emerging market and partnership opportunities.
• Experience building partnership programs from the ground up in a high-growth technology environment is highly desirable.
• Exposure to AI-powered CX, conversational AI, customer service automation, CRM, workflow orchestration, or enterprise SaaS is an advantage.
• Strong strategic thinking combined with a hands-on approach to execution, deal development, and partner activation.
• Ability to operate effectively in a fast-paced, highly collaborative, and growth-oriented environment.