Lead - Partnerships & Alliances

Roles & Responsibilities:

- To develop and execute strategic partnerships and alliances agenda, with a strong focus on pipeline and revenue growth.

- Identify, evaluate and establish partnerships with Hyperscalers, RPA/automation providers, AI/GenAI solution providers, Card Management System providers, core banking platforms, fintechs and complementary technology/service partners.

- Build and manage end to end strategic relationships with partners and develop joint GTM, co-selling, referral and solution-led engagement models.

- Track industry developments across domain & technology, competitor partnership landscape.

- Recommend partnerships delivering strategic value for Verinite.

- Work closely with Sales, Inside Sales, Presales, Marketing, Delivery teams to convert partnerships into customer opportunities, qualified pipeline and revenue.

- Own defined partner-sourced and partner-influenced pipeline and revenue objectives, with clear quarterly targets for partner activation, opportunity creation, pipeline contribution and closed business.

- Develop joint propositions, support customer engagements/RFPs and drive partner-led and partner-influenced business opportunities.

- Develop and maintain a partner ecosystem strategy, including identification, prioritisation and tiering of partners based on strategic fit, market opportunity, revenue potential and Verinite's ability to differentiate.

- Own partner onboarding, engagement, governance and performance tracking, including pipeline, revenue and strategic value delivered.

- Drive joint account mapping and whitespace identification with strategic partners to identify new logo, cross-sell and expansion opportunities.

- Stay abreast of developments across cards, payments, banking, cloud, AI, automation and fintech to identify emerging partnership opportunities.

Competencies & Desired Attributes:

- 8+ years of experience in strategic partnerships, alliances, business development or ecosystem development; experience in a similar role is strongly preferred.

- Strong understanding of cards, payments and/or banking technology ecosystems, with the ability to understand how technology platforms, products and services fit together to solve customer problems.

- Proven ability to build partnerships that translate into business opportunities, pipeline and revenue.

- Strong understanding of technology ecosystems and ability to identify complementary capabilities and create joint value propositions.

- Excellent relationship-building, stakeholder management, influencing and negotiation skills, including the ability to engage with senior executives.

- Strong commercial orientation with a growth mindset and ownership mentality.

- Ability to work effectively across Sales, Delivery, Technology, Solutioning and Leadership teams.

- Strong communication, presentation and articulation skills, with the ability to translate technology capabilities into customer and business value.

Work Location: Pune / Chennai