VP, Alliances

Protectt.ai; Mumbai; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Protectt.ai in Bengaluru seeks a VP, Alliances to lead strategic partnerships with GSIs and enterprise customers. You will drive revenue, shape joint GTMs, and build a Center of Excellence for long-term alliance success.

You will manage 2-3 large partners, navigate executive stakeholders, and run CoE enablement, governance, and growth programs to deliver measurable revenue growth and pipeline through alliance-led motions.

Qualifications

• 15–20 years in strategic alliances and partner management.
• Proven enterprise sales and account management experience.
• Strong stakeholder management and negotiation skills.
• Ability to drive revenue through alliance-led programs.

Responsibilities

• Own revenue generation from strategic partners with high accountability.
• Develop annual partner business plans and revenue targets.
• Build a robust partner pipeline and co-sell engagements.
• Governance, CoE enablement, and executive reviews with partners.

Skills

Strategic Alliances

Partner Management

Enterprise Sales

Account Management

Business Development

Stakeholder Management

Negotiation

Forecasting

Job description

Protectt.ai is India’s 1st Mobile App Security Platform focused on delivering cutting-edge security & fraud control for mobile app, device, and transaction security. Our platform’s advanced mobile app security technologies includes Runtime Application Self-Protection (RASP), Code & API protection, identity protection, fraud control, malware protection, device intelligence and real-time defence against sophisticated mobile app threats.

We partner with India’s leading enterprises across Banking, Insurance, Finance, FinTech & Government organizations to help securing their mobile app ecosystem. Our platform is unparalleled in scale and innovation - uniquely positioned through its comprehensive solution architecture and proprietary patented technology.

Headquartered in Mumbai, India, with an Innovation Centre in Chennai and offices in the USA, and the UAE, We are proudly backed by Bessemer Venture Partners (BVP) - a globally renowned venture capital firm investing in transformative technology companies & Bajaj Finance - one of India’s leading financial institutions committed to driving innovation in digital security.

Our expansion into AI Security Posture Management

As AI usage evolves, so do we. We are focused on developing innovative products that provide AI Red Teaming, Model Scanning & Runtime Security to Agentic AI. Through the development of next generation AI-Security Posture Management, we aim to ensure a secure and trustworthy AI adoption for our customers. We believe the future of digital security lies in the convergence of mobile, cloud, and AI, and we’re leading the charge.

We are scaling a dedicated Security for AI business that secures enterprise AI across its full lifecycle:

• AI discovery and model scanning: finding shadow AI and securing the AI/ML supply chain
• AI red teaming: automated adversarial testing of predictive, generative and agentic AI, mapped to OWASP LLM Top 10, MITRE ATLAS and NIST AI RMF
• AI runtime security: an AI firewall that enforces security, safety and privacy guardrails on live AI traffic, deployable on-prem, air-gapped or managed
• MCP and agent security: protecting the tool and integration layer that AI agents act through

The platform is backed by 60+ patent filings and is already deployed with large enterprises in the Middle East and India.

Why now

This business is being built in strategic partnership with a global engineering and technology group - enabling access to a worldwide enterprise and OEM channel, a place on a global price list, and a seat at the table on large AI-security RFPs. We need sellers who can turn that channel into revenue.

Awards and Recognition

Protectt.ai has raised Series A Funding from Bessemer Venture Partners for global expansion and to further strengthen our R&D efforts. Our innovations have earned multiple prestigious awards, including:

• Security Product Company of the Year by Data Security Council of India (DSCI)
• Cybersecurity Company of the Year by BWSECURITY
• Innovative Security Product of the Year by BWSECURITY

Company Link:

(https://www.protectt.ai)

Role: VP, Alliances

Experience: 15-20 years in GSI Alliance Management, Strategic Partnerships, Enterprise Sales

Job Location: Bengaluru (with travel as required)

Position Overview

The VP, Alliances will be responsible for developing, strengthening, and monetizing strategic relationships with the newly formed entity's shareholder organizations. This is a relationship-led, target-driven role accountable for revenue generation, pipeline creation, and business growth through the alliance ecosystem – potentially 2-3 GSIs. The incumbent will serve as the primary bridge between the organizations, driving stakeholder alignment, joint go-to-market initiatives, and partner-led opportunities. Success will be measured through achievement of revenue targets, partner-sourced pipeline, opportunity conversion, and overall alliance performance.

Key Responsibilities

Partnership Revenue & Business Growth

• Own and drive revenue generation from the strategic shareholder-partner (Promoter GSI), with partner-sourced business constituting at least 60% of role KPIs.
• Develop and execute annual partnership business plans, revenue targets, and growth initiatives.
• Build and manage a robust pipeline of opportunities through partner channels, account introductions, and co-sell engagements.
• Track pipeline health, deal conversion, revenue realization, and partnership ROI.

Strategic Alliance Management

• Build strong relationships with senior leadership, business unit heads, sales leaders, and account teams within the partner organization.
• Serve as the primary liaison between both organizations, ensuring alignment on business priorities, account strategies, and growth objectives.
• Establish executive governance mechanisms and conduct regular business reviews to strengthen collaboration and drive outcomes.

Joint Go-to-Market & Business Development

• Develop and execute joint account plans, market development initiatives, and co-selling programs.
• Identify, influence, and convert opportunities where the partner can sponsor, recommend, or position the company's solutions.
• Work closely with partner sales teams to drive cross-sell, upsell, and new business opportunities across target accounts.
• Facilitate customer introductions, executive connects, workshops, and industry events to expand market reach.
• Partner with internal sales, pre-sales, and solution teams to progress opportunities through closure.

Alliance Enablement & Capability Building

• Build and institutionalize a Center of Excellence (CoE) to support long-term alliance success and revenue growth.
• Enable partner sales, solution, and customer-facing teams on the company's products, value proposition, use cases, and competitive positioning.Develop training programs, playbooks, sales collateral, and enablement frameworks to improve partner-led opportunity creation and conversion.
• Act as a product and business evangelist, driving awareness, adoption, and advocacy across the partner ecosystem.

Internal Collaboration & Governance

• Collaborate closely with Sales, Pre-Sales, Product, Marketing, and Leadership teams to maximize alliance-driven outcomes.
• Maintain forecast accuracy and visibility of all partner-led opportunities and strategic initiatives.
• Provide leadership with actionable insights on partnership performance, market opportunities, and areas for expansion.

Required Skills & Experience

• 15-20 years of experience in Strategic Alliances, Partner Management, Enterprise Sales, Account Management, or Business Development.
• Proven experience managing large strategic partnerships and executive-level stakeholders.
• Demonstrated success generating revenue through alliance, channel, ecosystem, or relationship-led sales models.
• Strong commercial acumen with the ability to identify and convert business opportunities.
• Experience working with complex enterprise sales cycles.
• Excellent communication, negotiation, and stakeholder management skills.
• Ability to influence without direct authority and navigate matrixed organizations.
• Strong planning, forecasting, and pipeline management capabilities.

Preferred Skills/Experience

• Experience working with Joint Ventures, Strategic Alliances, Technology Partnerships, System Integrators, Consulting Firms, or Large Enterprise Groups.
• Exposure to Cybersecurity, SaaS, AI, Technology Services, Digital Transformation, or Enterprise Platforms.
• Existing relationships with enterprise decision-makers across BFSI, Government, Technology, or Large Enterprise segments.
• Experience driving co-sell or partner-influenced revenue programs.

Why Join us

• Be part of a Great Place To Work® certified organization leading innovation in Mobile App and AI Security.
• Benefit from competitive compensation, equity opportunities, and comprehensive benefits
• Play a meaningful role in a mission‑driven, high‑growth company shaping the future of security
• Grow and succeed in a collaborative, performance‑oriented culture where your work creates real impact