Specialist Alliance Management

Birlasoft; India; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Birlasoft in Bengaluru (Whitefield site) seeks a Specialist Alliance Management to drive AWS partnerships and joint GTM initiatives. You will manage cadence with AWS stakeholders, enable sales through training campaigns, and provide market insights to shape cloud-based solutions.

The role requires 3–5 years of cloud partner experience, strong business acumen, and proven ability to collaborate across business units. This is an on-site Bengaluru opportunity with global alliance responsibilities.

Qualifications

• Experience driving cloud business with partners is required.
• Experience managing AWS or other CSP organizations is preferred.
• Solid technical background with solution development experience.
• Strong connections within partner ecosystems and networks.
• Excellent business acumen and target-driven mindset.
• Cloud provider certifications are an added advantage.
• Demonstrated ability to work effectively in teams.

Responsibilities

• Partnership management: cadence and discussions with AWS stakeholders.
• Sales and account enablement: drive AWS adoption through training and campaigns.
• Market intelligence: monitor cloud industry trends and competitors.
• Collaboration: align with HBU/VBUs for joint GTM initiatives.
• Relationship building: manage AWS partner managers, sales, and tech teams.
• Performance tracking: maintain weekly/monthly/quarterly trackers.
• Communication: plan internal updates with leadership and reports.

Skills

Cloud partnerships

AWS management

Technical background

Partner ecosystem

Business acumen

Cloud certifications

Team player

Job description

Select how often (in days) to receive an alert:

Location: INDIA - BENGALURU - WHITEFIELD SITE

Title: Specialist Alliance Management

Description:

Area(s) of responsibility

AWS (Amazon Web Services) Alliance Associate Role involves managing and nurturing partnerships between Birlasoft and AWS. The Alliance team plays a crucial role in building strong relationships with AWS, driving joint business initiatives, and maximizing the value derived from the partnership.

KEY Responsibilities

• Partnership Management:
  • Managing cadence and periodical discussions with AWS Partner and Leadership stake holders.
  • Working on key tracking points of Weekly, Monthly and QBR Calls. Initiating and managing discussion with AWS stakeholders to drive the action items.
• Sales & Account Enablement:
  • Working closely with Birlasoft LnD team on driving AWS adoption through training and certification drives for sales teams and project teams.
  • Planning specific Account certification campaigns with LnD team to improve adoption.
• Market Intelligence:
  • Staying updated on industry trends, market developments, and competitive landscapes related to cloud computing and AWS is essential.
  • Providing insights and recommendations to the organization/HBU/VBUs based on this information.
• Collaboration:
  • Working closely with HBU/VBUs to ensure the right solutions are taken along for joint GTM developments.
  • Collaborating with various industrial and technological verticals of AWS to understand the right fitment for Birlasoft services, solutions, and practices.
• Relationship Building:
  • Developing and maintaining relationships with key stakeholders at AWS, including partner managers, sales representatives, and technical teams, is a critical aspect of the job.
• Performance Tracking:
  • Managing a Global AWS Alliance Tacker with updates and drivers from every week to be monitored, updated, and followed up.
  • Managing Individual GTM Trackers regularly to ensure healthy movement of actions and plans which were initially decided.
• Communication:
  • Working with internal leadership stakeholders to regularly plan internal presentations with regular gap checks.
  • Working on regular reports specific to HBU/VBU leadership sharing updates and status.
• Contractual Agreements:
  • Collaborating with Birlasoft legal teams to negotiate and finalize partnership agreements, contracts, and terms if any arise as we create newer threads of agreements.

Job Requirement:

• 3-5 years of experience in driving cloud business with partners
• Experience with managing AWS or other CSP Organizations
• Good technical background and solution development experience
• Good connects within partner eco system.
• Strong business acumen with commitment to drive the business and achieve the target.
• Certification with cloud provider would be an added advantage.
• Excellent team player with ability to manage high performance team.