Deputy Manager-Alliance Management

Birlasoft; Pune District; Hybrid; INR 1,800,000 - 3,000,000; Full time

Job summary

Birlasoft in Pune is seeking an experienced Alliances and Partnerships leader to drive Microsoft and AWS programs with key SIs. You will oversee MSP and CSP operations, manage portals, and coordinate funding and logistics while building performance dashboards for senior management.

You will leverage your deep network in hyperscaler ecosystems to grow multi-million revenue influence, craft joint business value, and guide partners through the sales cycle from engagement to close.

Qualifications

• Experience leading Microsoft/other SI alliances and revenue influence.
• Ability to present value to C-level and align with senior management.
• Fast-paced, high-growth enterprise software/consulting background.
• MBA or equivalent business degree.

Responsibilities

• Lead multiple alliances and partnerships with SIs, especially Microsoft and AWS.
• Manage Partner Center portal, supplier portal, incentives, and operations.
• Oversee CSP operations, MSP opportunities, and cloud onboarding.
• Build dashboards and reports; keep CRM updated for exec visibility.
• Source opportunities and drive partner investment in Microsoft.

Skills

Alliance leadership

Partner ecosystem management

Senior stakeholder engagement

Sales and marketing alignment

Cloud technology understanding

Education

MBA

Job description

Area(s) of responsibility

• Strong experience in leading multiple Alliances and Partnerships for key SIs, particularly Microsoft, AWS.
• Microsoft operations lead – Ability to manage Partner Center portal, Supplier portal, Incentives and other key operations activities
• Managing the supplier portal and funding operations and logistics
• Build and maintain activity and performance reports and dashboards.
• Update the internal CRM system with activities and information as needed and aligned to senior management expectations.
• Well networked in the industry esp. within the ecosystem of Hyperscaler and providers in modern digital technologies space (Cloud, AI, Digital and Data)
• Proven track-record of a multi-million revenue influence through alliances channel, via sell-with and sell-to modes
• Good understanding of the sales cycle
• Present and promote the Microsoft value proposition and its capabilities leveraging your extended team as needed to enable the partner to build a profitable and sustainable Microsoft business by understand the value and investment payback.
• Driving your partners to grow their investment in Microsoft focusses on the four C’s – Capacity, Capability, Competency and Customer Success.
• Liaison to the Sales organization supporting and growing their partner influence business relative to their sales effort and objectives.
• Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion.
• Provide regular communication and transparency to promote the success of the partnership both internal and external.
• Manage all MSP (Managed Services) opportunities for your partners providing coverage for the Microsoft account teams.
• CSP Operations lead – Managing Direct and Indirect CSP portal, onboarding customers, Optimizations and managing the cloud environment.

Role & Responsibilities

• Strong experience in leading multiple Alliances and Partnerships for key SIs, particularly Microsoft, AWS.
• Microsoft operations lead – Ability to manage Partner Center portal, Supplier portal, Incentives and other key operations activities
• Managing the supplier portal and funding operations and logistics
• Build and maintain activity and performance reports and dashboards.
• Update the internal CRM system with activities and information as needed and aligned to senior management expectations.
• Well networked in the industry esp. within the ecosystem of Hyperscaler and providers in modern digital technologies space (Cloud, AI, Digital and Data)
• Proven track-record of a multi-million revenue influence through alliances channel, via sell-with and sell-to modes
• Good understanding of the sales cycle
• Present and promote the Microsoft value proposition and its capabilities leveraging your extended team as needed to enable the partner to build a profitable and sustainable Microsoft business by understand the value and investment payback.
• Driving your partners to grow their investment in Microsoft focusses on the four C’s – Capacity, Capability, Competency and Customer Success.
• Liaison to the Sales organization supporting and growing their partner influence business relative to their sales effort and objectives.
• Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion.
• Provide regular communication and transparency to promote the success of the partnership both internal and external.
• Manage all MSP (Managed Services) opportunities for your partners providing coverage for the Microsoft account teams.
• CSP Operations lead – Managing Direct and Indirect CSP portal, onboarding customers, Optimizations and managing the cloud environment.

Qualifications

• Previous experience of managing the Microsoft business
• You must exhibit excellent business literacy and acumen with the ability to build and articulate joint business value whilst interfacing at the senior management and C-level with ease.
• Experience operating within the Enterprise software alliances or software consulting market a plus.
• Fast pace and high growth company experience a plus.
• High degree of business acumen with sales, marketing, and solution development – MBA