Head of Partnerships

HONO; Gurugram District; On-site; INR 9,000,000 - 13,000,000; Full time

Job summary

HONO is seeking a seasoned Head of Partnerships to develop and scale a robust partner ecosystem across India, South-East Asia, the Middle East, and other markets. You will identify and onboard strategic partners, negotiate agreements, and build joint GTM plans with Sales, Marketing, Product, and Customer Success teams.

The role requires 7+ years in partnerships/alliances and a strong SaaS background. You will lead governance, reporting, and ROI tracking while driving revenue growth and market

Qualifications

• 7+ years of experience in Partnerships, Alliances, Business Development, Channel Sales, Strategic Accounts, or Enterprise Sales.
• Experience managing strategic partnerships in SaaS, HR technology, Enterprise Software, Technology Services, or Consulting preferred.
• Proven track record of building and scaling partner ecosystems across multiple geographies.

Responsibilities

• Develop and execute the organization's partnership strategy aligned with overall business objectives.
• Identify, evaluate, and onboard strategic partners that can accelerate revenue growth and market penetration.
• Build short-term and long-term partnership roadmaps across target geographies and industries.
• Establish strategic alliances that enhance the company's product offerings, market presence, and competitive advantage.
• Lead end-to-end partner acquisition, evaluation, negotiation, contracting, and onboarding processes.
• Develop partnership frameworks, commercial models, and engagement guidelines.
• Drive partner-sourced and partner-influenced revenue targets.
• Work with Sales, Marketing, Product, and Customer Success to maximize partnership opportunities.
• Monitor and improve partnership conversion and revenue performance.
• Build and maintain executive-level relationships with partner organizations.
• Conduct regular business reviews and ensure long-term partner satisfaction.
• Collaborate with Marketing for joint campaigns, webinars, events, and co-branded activities.
• Report partnership performance with defined metrics and dashboards.

Skills

Strategic partnerships

Business development

SaaS knowledge

Education

Bachelor's degree in Business Administration, Marketing, Technology, Engineering, or related field

Job description

HONO.ai is a premium HR-Tech Solution and range of HR Services for all your requirements. HONO aims to nurture Human Relationships, propel employees’ pursuit of realizing their true potential and embrace the best of talent through a host of innovative technologies. We at HONO are committed to connect people across cultures, traditions, ideas, beliefs and boundaries. Connecting across multi-channels, platforms and systems.

The Head – Partnerships is responsible for developing, managing, and scaling strategic partnerships that drive business growth, market expansion, revenue generation, and brand visibility. The role will focus on building a robust ecosystem of partners including technology providers, consulting firms, system integrators, channel partners, referral partners, industry associations, and strategic alliances across India, South-East Asia, the Middle East, and other target markets.

The incumbent will be responsible for creating and executing the partnership strategy, identifying new business opportunities, negotiating commercial agreements, and ensuring successful collaboration between partners and internal teams to achieve organizational objectives.

Responsibilities:

• Develop and execute the organization's partnership strategy aligned with overall business objectives.
• Identify, evaluate, and onboard strategic partners that can accelerate revenue growth and market penetration.
• Build short-term and long-term partnership roadmaps across target geographies and industries.
• Establish strategic alliances that enhance the company's product offerings, market presence, and competitive advantage.

2. Partner Acquisition & Onboarding

• Identify and engage potential channel partners, referral partners, consulting firms, HR advisory firms, technology companies, payroll providers, and system integrators.
• Lead end-to-end partner acquisition, evaluation, negotiation, contracting, and onboarding processes.
• Develop partnership frameworks, commercial models, and engagement guidelines.
• Ensure seamless onboarding and enablement of new partners.

3. Revenue & Business Development

• Drive partner-sourced and partner-influenced revenue targets.
• Develop joint go-to-market plans with strategic partners.
• Work closely with Sales, Marketing, Product, and Customer Success teams to maximize partnership opportunities.
• Create scalable programs to generate qualified leads, customer referrals, and new business opportunities.
• Monitor and improve partnership conversion and revenue performance.

4. Partner Relationship Management

• Build and maintain strong executive-level relationships with partner organizations.
• Serve as the primary point of contact for key strategic partners.
• Conduct regular business reviews and performance discussions with partners.
• Resolve escalations and ensure long-term partner satisfaction and engagement.
• Develop retention and growth plans for high-value partners.

5. Joint Marketing & Ecosystem Development

• Collaborate with Marketing teams to execute joint campaigns, webinars, events, thought leadership initiatives, and co-branded activities.
• Represent the organization at industry conferences, networking events, and partner forums.
• Strengthen the company’s presence within industry ecosystems and business communities.
• Build strategic relationships with industry associations and business networks.

6. Cross-Functional Collaboration

• Work closely with Product, Engineering, Implementation, Customer Success, Finance, Legal, and Sales teams to ensure successful partnership execution.
• Provide market intelligence and partner feedback to influence product strategy and roadmap decisions.
• Ensure partner commitments are delivered effectively across internal stakeholders.

7. Governance, Reporting & Performance Management

• Establish partnership governance frameworks and operating mechanisms.
• Track and report partnership performance through defined metrics and dashboards.
• Monitor pipeline generation, revenue contribution, partner engagement, and ROI.
• Ensure compliance with contractual obligations and partnership agreements.
• Present periodic updates to the leadership team on partnership outcomes and strategic opportunities.

Education

• Bachelor's degree in Business Administration, Marketing, Technology, Engineering, or a related field.

Experience

• 7+ years of experience in Partnerships, Alliances, Business Development, Channel Sales, Strategic Accounts, or Enterprise Sales.
• Experience managing strategic partnerships in SaaS, HR Technology, Enterprise Software, Technology Services, or Consulting industries preferred.
• Proven track record of building and scaling partner ecosystems across multiple geographies.
• Experience working with senior stakeholders and executive leadership teams.