Partner Account Manager

Excis; Navi Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Excis is seeking a Contracts & Sourcing Specialist to manage end-to-end partner lifecycle across multiple countries, focusing on sourcing, onboarding, rate negotiation and compliance to build a cost-effective, high-performing partner network.

You will conduct market-rate analysis, drive savings, maintain accurate partner records, and ensure timely renewals and escalations, while collaborating with stakeholders to support global IT services delivery.

Qualifications

• Proven experience in partner/vendor sourcing, procurement, or contract management within an IT services or outsourcing environment.
• Strong negotiation skills with a track record of achieving rate reductions and cost savings.
• Experience managing partner compliance, documentation, and onboarding processes across multiple countries.
• Ability to analyse spend data, rate benchmarks, and market intelligence to inform sourcing decisions.
• Excellent stakeholder management and communication skills, including escalation handling.

Responsibilities

• Negotiate rate cards with partners, ensuring alignment to defined target rates across assigned countries.
• Source new partners in assigned countries to meet pipeline targets and address coverage gaps.
• Screen and assess prospective partners against defined qualification criteria.
• Ensure all new and existing partners complete required documentation and compliance checks prior to activation.
• Maintain partner records, monitor expirations, and drive savings through renegotiation and redistribution.

Skills

Vendor sourcing

Contract management

Negotiation

Compliance management

Spend analysis

Stakeholder management

Multi-country exposure

Tools

ITSM tools

Partner management platforms

Job description

ROLE PURPOSE

The Contracts & Sourcing Specialist is responsible for managing the end-to-end partner lifecycle across assigned countries, including sourcing, screening, onboarding, rate negotiation, compliance, and ongoing relationship management. The role ensures the organisation maintains a compliant, cost-effective, and high-performing partner network to support the delivery of outsourced IT services globally.

KEY RESPONSIBILITIES

Rate Card Negotiation & Target Rate Compliance

• Negotiate rate cards with partners, ensuring alignment to defined target rates across assigned countries.
• Conduct market rate analysis to validate that rates remain within competitive, market-standard ranges.
• Drive rate reduction initiatives and track savings achieved against quarterly benchmarks.

Partner Sourcing & Screening

• Source new partners in assigned countries to meet pipeline targets and address coverage gaps.
• Screen and assess prospective partners against defined qualification criteria.
• Ensure all new and existing partners complete required documentation and compliance checks prior to activation.
• Manage the offboarding and replacement of underperforming or non-compliant partners.

Ongoing Partner Rate Review & Savings Realisation

• Conduct regular reviews of existing partner agreements within defined review cycles.
• Ensure partner spend is balanced.
• Track and analyse project spend reports.
• Achieve ongoing savings through renegotiation and redistribution.
• Implement corrective actions for partners falling outside agreed rate parameters.

Partner Relationship & CSAT Management

• Maintain strong working relationships with partners through regular touchpoints and performance reviews.
• Administer quarterly partner satisfaction surveys and act on feedback to improve engagement.
• Drive partner retention in assigned countries, meeting year-on-year retention targets.

Partner Availability & Compliance Coverage

• Ensure sufficient compliant partner coverage per country within target rate parameters.
• Manage partner capacity readiness aligned to demand forecasts.
• Maintain partner folders with all required documentation to a compliance standard of 99% or above.

Escalation Management

• Respond to internal stakeholder escalations within agreed SLAs.
• Resolve escalations within target timeframes, keeping all relevant stakeholders informed and aligned.

Contracting & Database Governance

• Ensure all active partner projects are covered by signed agreements.
• Track agreement expiry dates and ensure renewals are completed prior to lapse.
• Maintain accurate and up-to-date partner records including rates, expiry dates, and compliance status.

REQUIRED SKILLS AND EXPERIENCE

• Proven experience in partner/vendor sourcing, procurement, or contract management within an IT services or outsourcing environment.
• Strong negotiation skills with a track record of achieving rate reductions and cost savings.
• Experience managing partner compliance, documentation, and onboarding processes across multiple countries.
• Ability to analyse spend data, rate benchmarks, and market intelligence to inform sourcing decisions.
• Excellent stakeholder management and communication skills, including escalation handling.
• Proficiency in maintaining trackers, databases, and reporting tools to a high standard of accuracy.
• Experience working in a multi-country or global services environment.

Desirable Skills

• Experience with IT managed services, field services, or onsite support delivery models.
• Familiarity with compliance frameworks across multiple jurisdictions (employment law, data protection, local regulatory requirements).
• Knowledge of ITSM tools and partner management platforms.
• Multilingual capability (advantageous for multi-country partner engagement).

Key Competencies

• Commercial acumen and cost consciousness.
• Attention to detail and data accuracy.
• Proactive problem-solving and corrective action mindset.
• Relationship building across cultures and geographies.
• Ability to manage competing priorities across multiple country portfolios.