Strategic Partnerships

Comviva; Bengaluru Urban; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Comviva is hiring a Partner Manager in India to manage relationships with hyperscalers, SI and consulting partners, and to drive co-sell and GTM initiatives. You will coordinate partner onboarding, enablement, and joint opportunity development across sales, product, and marketing teams.

The role requires strong coordination, stakeholder management, and experience in enterprise/B2B technology solutions within a fast-paced, matrix organization.

Qualifications

• Experience working with hyperscalers, consulting firms, or system integrators.
• Understanding of alliance fundamentals such as co-sell, co-marketing, partner enablement, and pipeline tracking.
• Experience supporting enterprise or B2B technology solutions (telecom, fintech, digital platforms preferred).
• Strong coordination, communication, and stakeholder management skills.
• Ability to work in a fast-paced, matrix organization.

Responsibilities

• Manage working relationships with hyperscalers such as AWS, Microsoft Azure, and Google Cloud.
• Support cloud marketplace motions including co-sell, private offers, and deal registration.
• Coordinate joint GTM activities such as account mapping, pipeline reviews, and field enablement.
• Track hyperscaler-led opportunities and ensure alignment with regional sales teams.
• Manage partnerships with global and regional consulting firms and SIs.
• Support partner onboarding, enablement, and solution positioning.
• Assist in identifying joint opportunities and supporting deal execution.
• Coordinate with partners on customer meetings, proposals, and solution workshops.
• Execute basic alliance lifecycle activities including onboarding, enablement, co-selling, and reporting.
• Maintain partner data, pipeline tracking, and activity updates.
• Support preparation of partner QBRs, internal reviews, and leadership updates.
• Ensure alignment between partner strategy and Comviva product priorities.
• Work closely with sales, pre-sales, product, and marketing teams to support partner-led deals.
• Coordinate partner participation in events, workshops, and marketing campaigns.
• Act as a single point of contact for assigned partners for day-to-day activities.

Skills

Hyperscalers partnerships

Consulting firms partnerships

System integrators partnerships

Alliance fundamentals

Co-sell & Co-marketing

Partner enablement

Pipeline tracking

Enterprise / B2B tech solutions

Stakeholder management

Matrix organization experience

Job description

Comviva is an industry leader for providing digital platforms crafted for telecom operators, banks, financial services organizations, and other enterprises. We provide solutions for BSS, banking and fintech, AI-led marketing automation and messaging platforms, which have been recognized by leading research firms, including Gartner, Forrester, IDC, Frost & Sullivan, ISG, Juniper Research, Rocco Research, amongst others.

Noteworthy among our accolades is the second position in Digital Wallet platforms by Juniper Research and a consistent placement in Gartner's Magic Quadrant for IRCM for three consecutive years. The breadth of recognition extends across several Gartner reports, encompassing Partner Relationship Management, CSP Customer Management, Revenue Monetization, Artificial Intelligence for CSPs, CPaaS, and Digital Commerce.

Forrester has acknowledged Comviva's prowess in Real Time Interaction Management, Cross-Channel Marketing, Loyalty and Rewards, Enterprise Marketing, Customer Analytics, Journey Orchestration, Digital Banking, and Marketplace Development. In the Digital Commerce domain, IDC's flagship Marketscape report has recognized our contributions.

ISG mentions Comviva for our Mobiquity Banking Suite in their ISG Provider Lens report, and Omdia includes us in their Omdia Universe for Digital Banking platforms. Juniper Research and Rocco Research consistently feature Comviva in their competitor leaderboard for key reports covering CPaaS, A2P Messaging, SMS Firewall, mobile money, CDP, and more.

Our commitment to excellence extends beyond technology, as evidenced by multiple awards, including the 'Great Place to Work For' Certification (2019), Top 25 Best Workplaces for Women (2019), Golden Peacock Awards (2023), Times Ascent 'Dream Companies to work for 2023, Brandon Hall HCM Excellence Gold Award (2022), and ASSOCHAM Diversity & Inclusion Excellence Award (2021) in the HR Excellence category.

Comviva's technological innovations have earned international and regional acclaim, with recognition at prestigious awards such as GSMA GLOMO (3 Times Winner), Global Telecoms (GLOTEL) Awards, Frost & Sullivan's "Digital Marketing Company of the Year," AITE Group Digital Wallet Innovation Awards, AfricaCom Awards, World Communication Awards, Juniper Research Future Digital Awards, Asia Communication Awards, Global Telecoms Business Innovation Awards, Golden Peacock Awards for Innovation, Banking Technology Awards, Global Carrier Award, IBS Intelligence Global FinTech Innovation Awards, Global Fintech Awards, Asia Fintech Awards, Emerging Payments Awards, PayTech Awards, and Telecoms World Middle-East Awards.

These accolades stand as a testament to our unwavering commitment to assisting clients in their digital transformation journey, offering cutting-edge technology that empowers end-users with new-age products and services.-

Job Title: Partner Manager

Key Accountabilities

• Manage working relationships with hyperscalers such as AWS, Microsoft Azure, and Google Cloud
• Support cloud marketplace motions including co-sell, private offers, and deal registration
• Coordinate joint GTM activities such as account mapping, pipeline reviews, and field enablement
• Track hyperscaler-led opportunities and ensure alignment with regional sales teams

Consulting and System Integrator (SI) Partnerships

• Manage partnerships with global and regional consulting firms and SIs
• Support partner onboarding, enablement, and solution positioning
• Assist in identifying joint opportunities and supporting deal execution
• Coordinate with partners on customer meetings, proposals, and solution workshops

Alliance Execution and Operations

• Execute basic alliance lifecycle activities including onboarding, enablement, co-selling, and reporting
• Maintain partner data, pipeline tracking, and activity updates
• Support preparation of partner QBRs, internal reviews, and leadership updates
• Ensure alignment between partner strategy and Comviva product priorities

Cross-functional Collaboration

• Work closely with sales, pre-sales, product, and marketing teams to support partner-led deals
• Coordinate partner participation in events, workshops, and marketing campaigns
• Act as a single point of contact for assigned partners for day-to-day activities

Mandatory Skills

• Prior experience working with hyperscalers, consulting firms, or system integrators
• Understanding of alliance fundamentals such as co-sell, co-marketing, partner enablement, and pipeline tracking
• Experience supporting enterprise or B2B technology solutions (telecom, fintech, digital platforms preferred)
• Strong coordination, communication, and stakeholder management skills
• Ability to work in a fast-paced, matrix organization