Strategic Alliance Manager - APAC Region (10-15 yrs)

F&J Direct; Pune District; On-site; INR 15,00,000 - 25,00,000; Full time

Job summary

A leading technology firm in Pune District is seeking a Sr. Strategic Alliance Manager to identify and develop growth segments and partnership opportunities in the DevOps and Digital transformation ecosystem. The successful candidate will have over 10 years of experience in enterprise software and a strong ability to cultivate partnerships with System Integrators. This role offers a dynamic environment with significant collaboration across functions.

Qualifications

• 10+ years of successful Enterprise Software Licenses and/or Service experience, especially in the APAC market.
• Proven track record of operationalizing Revenue Streams from system integrator Software Products/reselling business.
• Self-driven Business Leader with a strong passion for growth.

Responsibilities

• Build business case for new portfolio expansion and execute approved business cases.
• Create and execute a Go to Market strategy for Software markets.
• Identify and close Services partnerships with IT Service companies.

Skills

Market intelligence

Business development

Partnership management

Cross-functional team leadership

Education

Bachelor's degree in Engineering

MBA/PGDM

Tools

Atlassian

Monday.com

AWS

Job description

Overview

About the job: Sr. Strategic Alliance Manager - APAC. This role identifies and develops growth segments and partnerships/alliance opportunities in the DevOps & Digital transformation ecosystem. Alliance/Partnerships with Demand Side (System Integrators & Complementing Service Providers) and Talent fulfilment are in scope. The role is dynamic and entrepreneurial, working with Sales, Marketing, Service Delivery, Accounts Management and other Ecosystem colleagues to realize revenue and profits through system integrator partnerships.

Summary

• 10+ years of successful Enterprise Software Licenses and/or Service experience, Alliances, and experience in the APAC market.
• Bachelor’s degree in Engineering and MBA/PGDM or equivalent combination of education and experience.
• Proven track record of operationalizing Revenue Streams from system integrator Software Products/reselling business.
• Self-driven Business Leader with strong passion to grow businesses by Portfolio expansion and demand side Partnerships in multiple geographies.

Responsibilities

• Exposure on building business case for adding New Portfolio & New geography Penetration and should be able to Execute approved Business case by setting up required teams, organizing them for efficiency and operationalize & integrate them with operational team (performing segment).
• Create and execute a Go to Market/Business Development strategy for Software tools & applications markets supported specifically within Atlassian, Monday.com, AWS and DevOps & Cloud technologies.
• Identify, Initiate, Negotiate & close Services partnerships/Alliance with other IT Service companies with complementing skill sets such that there is a win-win from both overall vision alignment/positioning & Revenues standpoint for both the allies.
• Explore potential business segments and geographies by mapping, sizing and targeting potential customers; discover and explore cross sell and upsell opportunities from accounts.
• Extensive experience in running high volume, low margin business in a crowded competitive market will be a big plus.
• Set up & manage end-to-end cross-functional ownership for reselling business from lead generation to closing the AP transaction with suppliers. As revenue streams operationalize, transition ownership to functional teams to run it themselves while you move on to new growth segments.
• Develop negotiating strategies; examine risks and potentials; estimate customers' needs and goals.
• Experience working with primary KPIs such as EBIDTA, Gross margin, Revenue metrics.
• Identify and develop strategic alignment with key third party partners.
• Work closely and collaboratively with internal stakeholders.
• Exposure to planning for Top Line and Bottom Line and allocation of budgets within the function managers.
• Exposure to managing working capital, credit limits by region, cashflow for the assigned Growth Segments.
• Time to time develop, roll out and improve decision-making tools for the Sales team. Tools should consider short-term and long-term impact of transactions on profitability, cashflow and cross-sell opportunities.
• Open to working in the US Eastern time zone or significant overlap with the US time zone.

Required Skills and Experience

• Ability to build and convey compelling value propositions supported by data & market intelligence.
• Experience and ability to explore, acquire new system integrator partnerships and manage & grow existing relationships.
• Demonstrated track record of successfully setting up new system integrator partnerships from scratch and converting them into profitable businesses.
• Demonstrated track record of Partnership/Alliance with complementing Consulting, Implementation company or a System Integrator and converting them into profitable Revenue Stream.
• Demonstrated track record of successfully managing cross functional business operations for software products / reselling business units of at least 10M USD or above.
• Managing Software licensing business in US and/or APAC Market.
• Working knowledge of Atlassian, Monday.com, AWS or any enterprise software tools will be an advantage.
• Teammate with a natural proficiency for partnership across functions and organizations.
• Strong verbal and written communication skills.
• Ability to build working relationships with executives, both inside and outside the organization.
• Results-oriented professional with a growth mindset in light of resource constraints, competing priorities, and aggressive timelines.
• Confidence and ability to engage with the Procurement & Technical Team of Direct clients and BD Heads at global Distributors /Partners.
• Experience selling in verticals like Financial Services, Hi-tech, Retail, CPG Manufacturing; prior experience in RFP, RFQ for managed services, large SSA model.
• Open to working in the US Eastern time zone or significant overlap with the US time zone.