Cloud ISV partnership Lead

airtel; Gurugram District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Airtel Cloud is seeking a senior partnerships professional to lead ISV strategy and the end-to-end lifecycle, spanning sourcing, due diligence, onboarding, and ongoing management.

You will drive co-creation of cloud services with product, engineering, and architecture teams, and establish integration models, joint SLAs, and market-ready solutions. You’ll enable GTM success with sales plays and pricing structures.

Qualifications

• Experience defining and executing an ISV partnership strategy.
• Proven ability to own end-to-end ISV lifecycle: sourcing, due diligence, onboarding, certification, and ongoing management.
• Strong collaboration with Cloud Product, Engineering, and Solution Architecture teams.

Responsibilities

• Define and execute the ISV partnership strategy aligned to Airtel Cloud’s roadmap and growth priorities.
• Identify, evaluate, and onboard strategic ISVs across security, databases, analytics, AI/ML, DevOps, and SaaS offerings.
• Own end-to-end ISV lifecycle including sourcing, due diligence, commercial structuring, onboarding, and ongoing relationship management.
• Drive co-creation of cloud services and bundled solutions with cross-functional teams.
• Establish integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks.
• Enable go-to-market success through joint value propositions, sales plays, pricing constructs, and sales enablement for Airtel Cloud teams.
• Partner with Sales and PSS to support large deals, solutioning, and customer pitches involving ISV-led solutions.
• Track and govern partner performance via KPIs like pipeline contribution, revenue, solution adoption, and customer satisfaction.
• Lead commercial negotiations covering revenue share, bundling, and long-term strategic agreements.
• Ensure ISV offerings meet Airtel Cloud security, compliance, data sovereignty, and regulatory requirements.
• Represent Airtel Cloud in ecosystem forums and partner events to build credibility.

Skills

ISV partnerships strategy

ISV onboarding

Lifecycle management

Cross-functional collaboration

Commercial negotiations

Go-to-market enablement

KPI tracking

Ecosystem engagement

Tools

Marketplace integration

Certification & compliance

Job description

• Define and execute the ISV partnership strategy aligned to Airtel Cloud’s product roadmap, target industries (BFSI, Government, Enterprise, SMB), and growth priorities
• Identify, evaluate, and onboard strategic ISVs across key solution areas such as security, databases, analytics, AI/ML, DevOps, observability, industry platforms, and sovereign-compliant SaaS offerings
• Own the end-to-end ISV lifecycle including partner sourcing, due diligence, commercial structuring, onboarding, certification, and ongoing relationship management
• Drive co-creation of cloud services and bundled solutions by working closely with Cloud Product, Engineering, and Solution Architecture teams
• Establish technical and commercial integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks
• Enable go-to-market success through joint value propositions, sales playbooks, pricing constructs, and sales enablement for Airtel Cloud sales and PSS teams
• Partner with Sales and PSS teams to support large deals, solutioning, and customer pitches involving ISV-led solutions
• Track and govern partner performance through defined KPIs including pipeline contribution, revenue, solution adoption, customer success, and partner satisfaction
• Lead commercial negotiations covering revenue share models, licensing constructs, bundling, and long-term strategic agreements
• Ensure ISV offerings meet Airtel Cloud standards for security, compliance, data sovereignty, performance, and regulatory requirements
• Represent Airtel Cloud externally in ecosystem forums, partner events, and industry engagements to build Airtel’s credibility as a strong cloud ecosystem orchestrator