Role Summary:
The Partner & Alliance Manager will be responsible for building, scaling, and managing strategic partnerships across IT services, digital marketing, and SaaS product lines.
This role will drive revenue growth through channel partnerships, enterprise alliances, fintech/digital ecosystem tie-ups, and technology collaborations in India and international markets (APAC/EMEA).
*The ideal candidate should have strong experience in:
SaaS & IT Services alliances
Strategic B2B partnerships
Channel sales & GTM collaborations
API/integration partnerships
Commercial negotiations & deal structuring
Key Responsibilities: Strategic Alliances & Partnership Development
Identify, onboard, and manage strategic technology, channel, and referral partners.
Build alliances with SaaS marketplaces, system integrators, digital agencies, fintech firms, and enterprise clients.
Develop joint Go-To-Market (GTM) strategies with partners.
Create co-selling, co-marketing, and revenue-sharing models.
Revenue Growth & Commercial Structuring
Drive partner-led revenue across all verticals.
Negotiate commercials, contracts, and SLAs.
Structure performance-based models (lead-gen, subscription, affiliate, revenue-share).
Own revenue targets from partner ecosystem.
SaaS & Technology Ecosystem Expansion
Build integration partnerships (API-based, CRM, ERP, marketing automation tools).
Collaborate with product teams to enhance ecosystem compatibility.
Drive SaaS marketplace listings and strategic tie-ups.
Digital & Affiliate Partnerships
Develop an affiliate and performance marketing partner network.
Manage campaign performance, conversion optimization & billing reconciliation.
Strengthen monetization channels through digital alliances.
Cross-Functional Collaboration
Work with Sales, Marketing, Product, and Delivery teams.
Align partnerships with the long-term digital transformation strategy.
Provide market intelligence and competitive insights.
Team Leadership (For Senior Candidates)
Lead the alliance/business development team.
Implement CRM discipline, forecasting, and pipeline hygiene.
Mentor and scale the partnerships function.
Required Qualifications:
MBA / B. Tech / BCA or equivalent qualification
5+ years in:
IT Services
SaaS Sales
Strategic Alliances
Digital/Fintech Partnerships
Experience handling multi-stakeholder negotiations
Strong exposure to enterprise/B2B solution selling
Experience working with API integrations or digital ecosystems preferred
Core Competencies:
Strategic Alliances & Channel Sales
SaaS & Subscription Business Models
Digital Ecosystem & Affiliate Networks
Enterprise IT Solution Selling
Revenue Monetization Strategy
Contract Negotiation & Commercial Structuring
GTM Planning & Execution
Cross-Functional Leadership
KPIs:
Partner-led revenue growth (%)
Number of strategic alliances onboarded
SaaS integration partnerships executed
Conversion rates from affiliate/channel networks
Revenue contribution by vertical
