Alliance / Channel Leader

Role Overview

Own the commercial performance  partner ecosystem after partners are qualified for strategic engagement. The role is accountable for partner strategy, onboarding, enablement, joint GTM, co-selling and partner-sourced revenue. Partner Development Executive builds the recruitment funnel; this leader decides priorities and monetizes the ecosystem.

Key Responsibilities

Define partner segmentation, program structure, tiers, commercial models, incentives, deal registration and partner governance.

Set the ideal partner profile by market and vertical for SIs, consulting firms, resellers, MSPs, cloud/technology partners and strategic alliances.

Review qualified partner candidates from Partner Development Executive, lead strategic/commercial discussions and approve progression into formal partnership.

Negotiate partner agreements, commercial models and joint business plans with Legal/Finance/CEO support.

Own onboarding, enablement, certification, sales plays, joint account mapping and co-sell motions.

Create and own partner-sourced and partner-influenced pipeline and revenue targets.

Run partner QBRs, activation reviews and performance management; focus resources on productive partners.

Resolve channel conflict and define rules of engagement with India Enterprise Sales Leader and International Enterprise Sales Leader.

Develop strategic alliances with major technology/cloud ecosystems where they materially increase market access or solution value.

Represent high-value partner executive meetings and selected ecosystem events.

Core KPIs

Partner-sourced bookings / ARR

Partner-influenced revenue

Number of activated/productive partners

Partner pipeline coverage

Time from partner signing to first qualified opportunity

Partner-led win rate

Revenue concentration and productivity by partner

Ideal Candidate Profile

8-15 years in alliances, channel sales or ecosystem leadership in enterprise technology.

Proven experience building partner-sourced pipeline, not merely signing partners.

Strong relationships with SIs, consulting firms, resellers, MSPs and technology ecosystems.

Commercial negotiation, joint GTM and co-selling experience.

Ability to influence direct sales, presales, delivery and external partner teams without blurred ownership.