Alliance Manager

ENHiSecure Pvt Ltd; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

ENH iSecure is seeking a seasoned Partner & Alliance leader in Mumbai to shape and execute the partner strategy. You will identify and onboard strategic partners, build executive ties, and drive joint business plans with major SI, VAR, and reseller networks.

With 8–10 years in alliances or channel sales, you will push partner-led growth, enable go-to-market programs, and collaborate with sales teams to close strategic opportunities, while tracking performance and shaping market strategy.

Qualifications

• Bachelor’s/Master degree in Engineering, Business Administration, Marketing, or related field.
• 8–10 years of experience in Alliances, Channel Sales, Partner Management, or Business Development within software/cybersecurity/enterprise tech.
• Proven experience managing partner ecosystems and driving indirect sales revenue.
• Strong understanding of enterprise software sales cycles and partner-led business models.
• Experience working with system integrators, VARs, distributors, consulting firms, and technology alliances.
• Demonstrated ability to develop and execute partner business plans.

Responsibilities

• Develop and execute the partner strategy aligned with ENH iSecure’s business objectives.
• Identify, onboard, and manage strategic partners and alliances across channels.
• Build executive-level relationships within partner organizations.
• Create joint business plans and go-to-market initiatives with key partners.
• Drive partner-sourced and partner-influenced revenue targets.
• Generate qualified pipeline opportunities through partner engagement programs.
• Collaborate with sales teams to pursue and close strategic opportunities.
• Establish quarterly business reviews and performance tracking mechanisms.
• Monitor industry trends and provide market feedback to inform strategic planning.
• Identify new alliance opportunities that complement ENH iSecure’s portfolio.

Skills

Strategic Alliance Management

Channel Sales & Partner Development

Business Planning & Execution

Enterprise Software Sales

Relationship Management

Revenue Growth & Pipeline Development

Negotiation & Contract Management

Executive Stakeholder Engagement

Cross-functional Collaboration

Presentation & Communication Skills

Education

Bachelor’s/Master degree in Engineering, Business Admin, Marketing, or related field

Job description

Partner & Alliance Management

• Develop and execute the partner strategy aligned with ENH iSecure’s business objectives.
• Identify, onboard, and manage strategic GSI’s, channel partners, resellers, distributors, system integrators, and consulting organizations.
• Build strong executive-level relationships within partner organizations.
• Create joint business plans and go-to-market initiatives with key partners.

Revenue Growth & Business Development

• Drive partner-sourced and partner-influenced revenue targets.
• Generate qualified pipeline opportunities through partner engagement programs.
• Collaborate with sales teams to pursue and close strategic opportunities.
• Establish quarterly business reviews and performance tracking mechanisms.

• Monitor industry trends, competitive landscape, and emerging partner opportunities.
• Provide market feedback to internal stakeholders and contribute to strategic planning.
• Identify new alliance opportunities that complement ENH iSecure’s cybersecurity portfolio.

Required Qualifications

• Bachelor’s/Master degree in Engineering, Business Administration, Marketing, or related field.
• 8–10 years of experience in Alliances, Channel Sales, Partner Management, or Business Development within the software, cybersecurity, cloud, or enterprise technology industry.
• Proven experience managing partner ecosystems and driving indirect sales revenue.
• Strong understanding of enterprise software sales cycles and partner-led business models.
• Experience working with system integrators, VARs, distributors, consulting firms, and technology alliances.
• Demonstrated ability to develop and execute partner business plans.

Preferred Experience

• Prior experience in cybersecurity, Identity & Access Management (IAM), Identity Governance, PAM, Cloud Security, or related technology domains.
• Experience working with leading technology vendors and enterprise software providers.
• Existing network within the cybersecurity and enterprise software ecosystem will be highly preferred.
• Familiarity with partner programs and channel frameworks.

Key Skills

• Strategic Alliance Management
• Channel Sales & Partner Development
• Business Planning & Execution
• Enterprise Software Sales
• Relationship Management
• Revenue Growth & Pipeline Development
• Negotiation & Contract Management
• Executive Stakeholder Engagement
• Cross-functional Collaboration
• Presentation & Communication Skills

Success Metrics

• Achievement of partner-sourced revenue targets.
• Growth in active and productive partner relationships.
• Pipeline generation through partner channels.
• Successful execution of joint go-to-market initiatives.
• Partner satisfaction and engagement levels.
• Expansion of ENH iSecure’s market presence through alliances.