Associate Director / Director – Strategic Partnerships

Kapture; Bengaluru; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Kapture seeks an Associate Director – Strategic Partnerships in Bengaluru to build and scale its partner ecosystem. You will identify, engage, acquire and onboard strategic partners and collaborate with Sales, Marketing, Product, Customer Success and Leadership to convert partnerships into pipeline and revenue.

The role requires a proven track record in alliances/GTM with Enterprise SaaS, AI, and IT services, plus strengths in negotiating and creating joint GTM/co-selling motions with

Qualifications

• 5-7 years of experience in Strategic Partnerships, Alliances, Channel Sales, Enterprise Sales or GTM
• Strong track record of acquiring and activating new partners
• Experience in Enterprise SaaS, AI, Cloud, CRM, CX, Consulting, IT Services or Enterprise Technology
• Experience working with System Integrators, Consulting firms, Technology Partners, BPMs or Enterprise Ecosystems
• Strong commercial negotiation, communication and relationship-building skills
• Comfortable operating in a high-growth, entrepreneurial environment with high ownership

Responsibilities

• Identify and prospect new strategic partners across consulting firms, system integrators, technology companies, cloud providers, BPMs and enterprise ecosystems
• Own the end-to-end partner acquisition lifecycle – prospecting, outreach, relationship building, qualification, negotiation, onboarding and activation
• Develop and execute joint GTM strategies with partners to generate qualified enterprise pipeline
• Identify opportunities where Kapture's AI, CX and SaaS solutions can complement the partner's offerings
• Drive partner-led opportunities from initial engagement to commercial closure, working closely with the Sales and Leadership teams
• Negotiate commercial structures, partnership models, revenue-sharing arrangements and strategic agreements
• Build partner enablement programs to ensure partners understand Kapture's products, value proposition and use cases
• Represent Kapture CX in partner meetings, CXO forums, industry events and ecosystem initiatives
• Continuously identify new markets, partner categories and ecosystem opportunities that can expand Kapture's enterprise footprint
• Maintain a strong pipeline of prospective partners and provide visibility into partner acquisition, activation, pipeline and revenue metrics

Job description

Associate Director / Director – Strategic Partnerships

5-7

Full-Time

Who are we?

Kapture CX is a leading SaaS platform that helps enterprises automate and elevate customer experience through intelligent, AI-powered solutions. We partner with enterprises across industries to bring scalable automation and insight-driven efficiencies to their CX operations. With 1,000+ businesses across 18 countries leveraging Kapture, our solutions combine AI, automation, industry-specific workflows and customer experience technology to solve complex enterprise challenges.

What is this role all about?

As the Associate Director – Strategic Partnerships, you will be responsible for building and scaling Kapture CX's strategic partner ecosystem. Your primary responsibility will be to identify, engage, acquire and onboard new strategic partners who can create meaningful business opportunities and accelerate Kapture's enterprise growth. You will work closely with Sales, Marketing, Product, Customer Success and Leadership to build strategic alliances, develop joint go-to-market motions and convert partnerships into measurable pipeline and revenue. The ideal candidate enjoys opening new doors, building relationships from scratch, negotiating strategic partnerships and creating revenue through partner ecosystems.

What will you do?

• Identify and prospect new strategic partners across consulting firms, system integrators, technology companies, cloud providers, BPMs and enterprise ecosystems.
• Own the end-to-end partner acquisition lifecycle – prospecting, outreach, relationship building, qualification, negotiation, onboarding and activation.
• Develop and execute joint GTM strategies with partners to generate qualified enterprise pipeline.
• Identify opportunities where Kapture's AI, CX and SaaS solutions can complement the partner's offerings and customer base.
• Drive partner-led opportunities from initial engagement to commercial closure, working closely with the Sales and Leadership teams.
• Negotiate commercial structures, partnership models, revenue-sharing arrangements and strategic agreements.
• Build partner enablement programs to ensure partners understand Kapture's products, value proposition and use cases.
• Represent Kapture CX in partner meetings, CXO forums, industry events and ecosystem initiatives.
• Continuously identify new markets, partner categories and ecosystem opportunities that can expand Kapture's enterprise footprint.
• Maintain a strong pipeline of prospective partners and provide visibility into partner acquisition, activation, pipeline and revenue metrics.

What does success look like?

Success in this role means building a high-impact partner ecosystem that consistently contributes to Kapture's growth.

You will be successful when you are able to:

• Build a strong pipeline of new strategic partners.
• Acquire and onboard high-value partners from the enterprise technology ecosystem.
• Generate qualified pipeline and revenue through partnerships.
• Establish repeatable partner-led GTM motions.
• Build strong relationships with senior stakeholders and CXOs.
• Expand Kapture's presence across strategic enterprise accounts and markets.
• Turn partnerships into measurable and sustainable business outcomes.

What would make you a good fit?

• 5-7 years of experience in Strategic Partnerships, Alliances, Channel Sales, Enterprise Sales or GTM
• Strong track record of acquiring and activating new partners.
• Experience in Enterprise SaaS, AI, Cloud, CRM, CX, Consulting, IT Services or Enterprise Technology.
• Experience working with System Integrators, Consulting firms, Technology Partners, BPMs or Enterprise Ecosystems.
• Strong commercial negotiation, communication and relationship-building skills.
• Comfortable operating in a high-growth, entrepreneurial environment with high ownership.

You will have an advantage if you:

• Have an existing network across SIs, consulting firms, technology companies or enterprise ecosystems.
• Have built a partner ecosystem or channel business from the ground up.
• Have experience generating revenue/pipeline through strategic partnerships.
• Have worked with high-growth SaaS, AI or enterprise technology companies.
• Have experience creating and executing joint GTM / co-selling motions.
• Have represented your organization at CXO forums, industr