Senior Manager - Channel Partnerships & Alliances

EyeROV (IROV TECHNOLOGIES PRIVATE LIMITED); Ernakulam; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

EyeROV (IROV TECHNOLOGIES PRIVATE LIMITED) in Ernakulam, Kerala is seeking a Senior Manager - Channel Partnerships & Alliances to build and scale its partner network. You will onboard, enable, and manage partners, align with Regional Sales Managers, and drive joint account plans and pipelines.

The role focuses on identifying partners, overseeing onboarding, and ensuring a steady stream of qualified opportunities with RSMs across regions and sectors.

Qualifications

• Experience in partner ecosystems or alliances.
• Ability to onboard and enable partners.
• Strong communication and negotiation skills.

Responsibilities

• Build, activate and scale EyeROV's partner network across regions.
• Onboard partners and create enablement plans with sales teams.
• Drive joint pipeline, opportunity qualification and partner-led deals.
• Govern partner performance with regular reviews and escalation paths.

Skills

Partner management

Channel sales

Strategic planning

Stakeholder collaboration

Job description

The Senior Manager - Channel Partnerships & Alliances will build, activate and scale EyeROV's partner network. The role is responsible for identifying the right partners, onboarding and enabling them, developing joint account plans, and ensuring that partners consistently generate qualified sales opportunities alongside the concerned Regional Sales Managers (RSMs).

Key responsibilities

1. Partner strategy, identification and onboarding

Develop the partner landscape by region, sector and partner type, including channel partners, system integrators, consultants, EPC contractors, technology partners and local representatives.

Evaluate potential partners for customer access, industry credibility, technical capability, geographic reach, commercial fit and conflict risk.

Lead partner discussions, commercial alignment, due diligence, contracting and structured onboarding in coordination with internal stakeholders.

Maintain a balanced portfolio of national, regional and sector-focused partners aligned with EyeROV's growth priorities.

2. Partner enablement and activation

Create partner-specific enablement plans covering target sectors, customer profiles, use cases, products, qualification criteria and routes to market.

Coordinate product, application and commercial training using presentations, case studies, demo support, proposal inputs and sales playbooks.

Ensure every onboarded partner has a defined account list, initial activity plan and path to the first qualified opportunity.

Build partner confidence to position EyeROV solutions accurately while protecting technical, pricing and brand integrity.

3. Joint pipeline creation and opportunity development

Develop joint business and account plans with partners and the concerned RSMs.

Drive partner-led customer introductions, discovery meetings, demonstrations, tender intelligence and opportunity qualification.

Track partner-sourced and partner-influenced opportunities in the CRM, with clear next actions, value, probability and expected closure date.

Support RSMs and partners through proposal development, commercial discussions, demonstrations and customer follow-ups.

4. Partner engagement and governance

Run regular partner reviews covering activity, pipeline, open actions, support requirements and forecast movement.

Define partner tiers, performance standards, escalation paths and engagement cadence.

Address channel conflict, account ownership, lead registration, commercial alignment and partner conduct in a transparent manner.

Retain and deepen high-performing relationships while recommending corrective action or deactivation for persistently inactive partners.

Preferred sector exposure

Experience in one or more of the following will be advantageous: marine technology, underwater systems, drones or unmanned systems, defence and homeland security, industrial automation, NDT/inspection, oil and gas, ports, hydro infrastructure, EPC projects, public-sector sales or technology distribution.

Working model with Regional Sales Managers

The role will operate in a matrix with EyeROV's regional sales organisation:

The Partnership Manager owns partner recruitment, onboarding, enablement, engagement and partner performance.

The RSM owns the end-customer opportunity, regional sales forecast, proposal strategy and closure.

The Partnership Manager and RSM jointly ...