3937935-Manager

EXL Talent Acquisition Team; Dadri; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

EXL Talent Acquisition Team is seeking a Partner Strategy and Sales leader to drive strategic alignment and sales with key partners. You will collaborate with internal and external stakeholders to develop joint business plans, execute GTM strategies, and manage partner performance.

The role involves identifying top accounts, conducting opportunity workshops, creating joint pitches, and coordinating cross-functional teams to ensure successful partnerships and revenue growth.

Qualifications

• 5-10+ years of experience in managing partner ecosystems and working with Global clients.
• Sales experience in cloud migration, modernization, and managed services is essential.
• Direct sales target experience of up to $50M+ and business development with hyperscalers and cloud/AI players.
• 5-10+ years in partnership strategy and sales roles.
• Proven track record with global cloud providers and technology partners.

Responsibilities

• Strategic Partnership Development: Define partner strategy, investment, and joint GTM strategies and solutions with partners.
• Joint Business Planning: Lead creation of joint business plans including funding, account planning, sales enablement, and executive connects.
• GTM Strategy Execution: Drive execution of GTM strategies with partners, focusing on solution development and demand generation.
• Performance Management & Reporting: Monitor partnership performance with KPIs and report to senior leadership.
• Cross-functional Collaboration: Work with marketing, sales, legal, procurement, and compliance for seamless execution.
• Collaboration and Communication: Coordinate with partners and internal teams for success.

Skills

Partner ecosystem management

Global client experience

Sales in cloud migration

Hyperscaler partnerships

Partnership strategy

Project management

Cross-functional collaboration

GTM planning

Job description

Job Description: Partner Strategy and Sales

The Partnership Strategy and Sales role is essential for driving the strategic alignment and sales initiatives with key partners. This position involves collaborating with various internal and external stakeholders to develop and execute joint business plans, ensuring the successful integration and performance of strategic partnerships.

Ideal Candidate Profile

• 5-10+ years of experience in managing partner ecosystems and working with Global clients.
• Previous sales experience in cloud migration, modernization, and managed services is essential.
• The candidate should have a direct sales target of up to $50M+ and experience in business development with hyperscalers and other cloud and AI players.
• 5-10+ years of experience in partnership strategy and sales roles.
• Proven track record of working with global cloud providers and technology partners.
• Strong project and program management skills.
• Ability to collaborate with internal and external stakeholders.
• Experience in developing and executing joint business plans and GTM strategies.

Key Expectations

The role involves sales origination with partner and account teams, industry alignment, and account activation. The candidate will identify top accounts, conduct opportunity discovery workshops, create joint pitches, and develop and execute joint go-to-market strategies. They will also participate in account planning, pipeline management, and effective forecasting. Additionally, the candidate will track and analyze partnership performance, secure partner funding, sponsor events, and participate in industry or partner events.

The Key Responsibilities

• Strategic Partnership Development : Collaborate with business unit leaders to assess, evaluate, and identify potential partners. Define the partner strategy, investment, and develop joint go-to-market (GTM) strategies and solutions.
• Joint Business Planning : Lead the creation of joint business plans with strategic partners, ensuring alignment with the organization's goals and objectives. This includes funding, account planning, sales enablement, and executive connects.
• GTM Strategy Execution : Drive the execution of GTM strategies with partners, focusing on solution development, marketplace listings, and demand generation activities. Ensure that the joint value proposition is effectively communicated to customers and prospects.
• Performance Management & Reporting : Monitor and report on the performance of partnerships, using key performance indicators (KPIs) to track success and identify areas for improvement. Provide regular updates to senior leadership on partnership performance.
• Cross-functional Collaboration : Work closely with internal teams such as marketing, sales, legal, procurement, and compliance to ensure seamless integration and execution of partnership initiatives.
• Collaboration and Communication : The role requires close collaboration with various teams, including marketing, IT, and customer service. Effective communication and coordination with partners and internal teams are crucial for success.

This role is crucial for driving the strategic alignment and success of partnerships, ensuring that the organization and its partners achieve their mutual goals and objectives.