Role- Partner & Ecosystem Leader – Hyperscalers, ISVs, and Strategic Alliances
Location: Mumbai, India (Global mandate – India, West Asia, EU, North America)
Experience: 10–12 years (including 5–6 years in sales and partner ecosystem roles)
Role Overview
Flentas is entering a critical phase of growth, transitioning from a capability-led services organization to a solution-led, ecosystem-driven technology partner.
The Partner & Ecosystem Leader will be responsible for building and scaling a structured, revenue-driven partner ecosystem across hyperscalers, Independent Software Vendors (ISVs), regional partners, and distributors.
The mandate is to convert partnerships into measurable business outcomes through co-sell motions, joint solution development, and partner-led revenue streams.
This role requires a combination of strategic thinking, commercial acumen, and execution discipline, with clear ownership of ecosystem-driven pipeline and revenue.
Key Responsibilities
1. Hyperscaler Partnership Strategy and Execution
Establish and operationalize joint business plans with hyperscalers (primarily AWS, with expansion to Azure and GCP as relevant)
Drive structured co-sell motions, including:
Joint pipeline creation
Deal progression and conversion tracking
Marketplace and co-investment programs
Define and monitor key performance metrics:
Pipeline contribution
Win rates
Revenue realization
Strengthen field-level alignment with hyperscaler sales and partner teams
Objective:
Transform hyperscaler relationships from engagement-led to metrics-driven revenue engines
2. ISV Partnerships and Solution-Led Go-To-Market
Identify and onboard relevant ISVs and software solution providers aligned to target industries and use cases
Co-create joint solution offerings by integrating:
ISV products
Flentas’ cloud, DevOps, and managed services capabilities
Develop packaged, outcome-driven solutions (industry/use-case specific) for market deployment
Enable joint GTM with ISVs, including:
Co-branded value propositions
Sales enablement for partner teams
Joint customer engagement strategies
Position Flentas in business-led conversations with CXOs and business stakeholders, beyond IT-led engagements
Objective:
Shift from service-line selling to solution-led, outcome-oriented engagement models
3. Partner-Led Managed Services Monetization
Design and scale a model where Flentas becomes the preferred managed services provider for partner-acquired customers
Identify and build relationships with:
Advanced and Select partners across India, EMEA, and North America
Define commercial constructs:
Revenue-sharing models
Delivery frameworks
Service-level agreements
Build a consistent pipeline of partner-originated managed services opportunities
Objective:
Establish a recurring revenue engine driven through partner ecosystems
4. Distributor and Regional Ecosystem Development
Identify and engage with strategic distributors across key geographies
Leverage distributor capabilities, including:
Market access
Demand generation programs
Partner network expansion
Align Flentas offerings with distributor-led initiatives and investment priorities
Objective:
Create scale and market access leverage through distributor ecosystem
5. Ecosystem Governance and Performance Management
Develop and manage partner operating frameworks, including:
Joint planning cycles
Pipeline governance
Performance reviews
Build dashboards to track:
Partner-sourced pipeline
Revenue contribution
Solution adoption
Collaborate with internal teams (Sales, Delivery, Marketing) to ensure alignment and execution
Success Metrics
Defined and measurable contribution of ecosystem to overall revenue
Established ISV-led solution offerings with active pipeline
Growth in partner-originated managed services revenue
Expansion of hyperscaler and distributor-led opportunities
Improved deal size, win rates, and sales cycle efficiency through solution-led engagement
Build partner network in US/EU to build additional revenue streams.
Candidate Profile
Experience
10–12 years of overall experience
Minimum 5–6 years in:
Partner / alliance management
Enterprise sales or GTM roles
Experience working within or alongside:
Hyperscaler ecosystems (AWS preferred)
ISV or SaaS partner landscapes
Cloud, digital, or managed services environments
Core Competencies
Proven ability to build and scale partner-driven revenue models
Strong understanding of:
Cloud Data and AI ecosystem dynamics
Solution selling and co-sell frameworks
Experience in:
Joint solution development with ISVs
Commercial structuring and deal-making
Ability to operate at both:
Strategic level (planning, positioning)
Execution level (pipeline creation and closure)
Leadership and Behavioral Attributes
Strong ownership and accountability for business outcomes
Ability to operate in high-growth, evolving environments
Structured approach to problem-solving and execution
Strong stakeholder management and influencing skills
Comfort working across geographies and cultures
Why This Role
Opportunity to build and lead a high-impact ecosystem function from the ground up
Direct exposure to hyperscalers, ISVs, and global partner networks
Ability to shape Flentas’ transition into a solution-led organization
Clear pathway to ecosystem leadership and revenue ownership roles
About Flentas
Flentas is an AI, Data and cloud-first consulting and engineering company specializing in building, modernizing, and managing AI, Data and applications on AWS and other modern cloud platforms.
With strong delivery capabilities across Data, AI, Cloud, DevOps, and managed services, Flentas is now focused on driving the next phase of growth through solution-led offerings and ecosystem-driven scale.
