Specialist Sales — Frontier AI Models (Mumbai Or Bangalore)

Keka Technologies Private Limited; Bengaluru; On-site; INR 2,600,000 - 3,800,000; Full time

Job summary

Aivar Innovations is hiring a Specialist Sales — Frontier AI Models to own and scale our go-to-market strategy with a frontier AI platform partner in India. You will be the primary relationship owner and GTM architect for a strategically important alliance, building a robust partner motion from ground up.

This is a high-visibility, senior IC role to generate sourced pipeline and position Aivar as the partner of choice for enterprise AI implementation in India, with potential APAC expansion.

Qualifications

• 10+ years in enterprise technology sales or partnerships.
• Experience selling with hyperscalers (AWS/Azure/GCP) or frontier AI partners in India.
• Strong understanding of Indian enterprise tech markets (BFSI, tech, manufacturing, healthcare).
• Knowledge of AI/GenAI deployment and enterprise adoption cycles is a plus.

Responsibilities

• Define and execute GTM strategy with frontier AI partner — India-first, with APAC expansion potential.
• Build the co-sell motion including value proposition, account mapping, and pipeline governance.
• Develop partner account plans aligned to revenue targets and field objectives.
• Represent the company in partner QBRs, events, briefings, and ecosystem summits.
• Own relationships with partner alliances and field teams; build internal champions.

Skills

Enterprise sales

Partnerships

GTM strategy

AI/GenAI ecosystem

C-suite liaison

OpenAI/Anthropic familiarity

Job description

10+ years

Full-Time

About the Role:

Aivar Innovations is hiring a Specialist Sales — Frontier AI Models to own and drive our go-to-market strategy with a key frontier AI platform partner. This is a high-visibility, senior individual contributor role with the mandate to build and scale a structured partner motion from the ground up in India.

You will be the primary relationship owner and GTM architect for one of Aivar's most strategically important alliances — a frontier AI company reshaping how enterprises adopt and deploy large language models. You will work at the intersection of partnerships and sales, aligning Aivar's accelerators and services with the partner's field sales, solutions, and ecosystem teams.

This is not a coordination role. We are looking for a builder who will define the co-sell playbook, generate sourced pipeline, and position Aivar as the partner of choice for enterprise AI implementation in India.

What you will own

• Define and execute Aivar's GTM strategy with the frontier AI partner — India-first, with potential to lead APAC expansion.
• Build the co-sell motion: joint value proposition, account mapping, territory planning, and pipeline governance.
• Develop and maintain partner account plans aligned to Aivar's revenue targets and the partner's field objectives.
• Represent Aivar in partner QBRs, field events, executive briefings, and ecosystem summits.

Pipeline and Revenue Generation:

• Source and qualify net-new enterprise opportunities through the partner ecosystem.
• Drive co-sell engagement — identify accounts, build joint pursuit strategies, and support deals from sourcing to close.
• Maintain a healthy, partner-sourced pipeline and report on funnel metrics, conversion rates, and revenue contribution.
• Work alongside Aivar's sales team to ensure seamless handoffs and shared accountability for partner-originated deals.

Relationship Management:

• Own the relationship with the partner's India alliances, field sales, solutions engineering, and ISV/startup program teams.
• Build executive-level relationships within the partner organisation and create internal champions for Aivar.
• Coordinate internally with Aivar's delivery, product, and marketing teams to align partner commitments with execution capability.

Enablement and Market Development:

• Lead joint go-to-market initiatives: solution briefs, co-branded campaigns, field events, and customer roundtables.
• Enable the partner's field teams on Aivar's capabilities — Convogent, Velogent, Kubogent — and relevant use cases by industry.
• Identify whitespace opportunities where Aivar and the partner can build net-new offerings or enter new verticals together.
• Track competitive landscape and inform Aivar's product and GTM strategy based on partner ecosystem signals.

What we are looking for:

Experience:

• 10+ years in enterprise technology, with at least 4–5 years in sales, partnerships, or co-sell GTM roles.
• Prior experience working with or selling alongside a hyperscaler (AWS, Azure, GCP), frontier AI company, or major ISV partner in India.
• Deep understanding of the Indian enterprise technology market — BFSI, technology, manufacturing, or healthcare verticals preferred.
• Experience in the AI, GenAI, or ML ecosystem is strongly preferred. Familiarity with LLM deployment, enterprise AI adoption cycles, and relevant buyer personas is a significant advantage.
• Good knowledge of OpenAI or Anthropic solutions.

Why Aivar Innovations:

Aivar Innovations is an AI-native services and software company and AWS Preferred Partner, backed by Bessemer Venture Partners and Sorin Investments. We build production-grade AI solutions for enterprises through three accelerator platforms — Convogent (voice and agent AI automation), Velogent (governed agentic process automation for regulated industries), and Kubogent (Kubernetes-native AIOps).

We move fast, operate with high trust, and give our leaders real ownership. This role is an opportunity to build something that matters — at the frontier of AI adoption in India — with the resources, relationships, and executive backing to do it right.