MUMBAI · FULLTIME
Manager - Partner & Alliances
Gruve
Mumbai · onsite · Posted 12d ago
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Section · 01
About this role
- Build and manage business-level relationships with regional partners, distributors, and OEM stakeholders.
- Establish and maintain executive and business-level relationships and map OEMs with Gruve leadership.
- Represent Gruve at APAC-based partner events, conferences, and enablement sessions.
- Act as the primary point of contact for regional partner activities, escalations, and collaboration.
- Map Gruve business goals with OEM sellers, services team, and leadership, and drive the strategy.
- Execute local GTM plans in coordination with global partner leadership and stakeholders.
- Develop and execute a joint GTM plan to drive activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.
- Track and report regional partnership certifications, event participation, and performance KPIs in collaboration with learning & development.
- Act as the internal expert on all partner programs, incentives/rebates, deal registration, and other partnership benefits in the region.
- Leverage MDF, rebates, SPIFFs, discounts, and sales plays to maximize profitability.
- Guide leadership on how to extract maximum value from each partnership.
- Work cross-functionally to support sales and other teams on partner-related initiatives.
- Conduct due diligence on compliance and partnership status, and maintain partnership and legal records.
- Own and elevate Gruves program membership levels to achieve the highest tier(s).
- Provide regular updates to leadership on opportunities, risks, growth, and revenue impact.
- Work closely with Presales and Sales Leadership, aligning with business goals and strategy.
- Lead QBRs to assess progress and identify growth opportunities.
- Drive the charter and roadmap using insights from market trends, customer needs, leadership direction, and partner ecosystems aligned with Gruves strategic interests.
- Establish strong alignment between Gruves sales teams and partner sales organizations to drive joint success.
- 7-10 years of experience in partnerships and alliances (preferably in tech/software)
- Must be able to travel to partner conferences and/or onsite visits throughout the region.
- Proven experience working with one or more APAC OEMs or distributors (e. g. , Cisco, Red Hat, Microsoft, Palo Alto Networks, Fortinet, CrowdStrike, Zscaler, AWS, GCP, Ingram Micro. TD SYNNEX, Etevers etc. )
- Strong ability to build executive relationships and influence cross-functional teams.
- Ability to navigate complex partner ecosystems and align joint value propositions.
- Must be able to collaborate across time zones with internal teams in the U. S. , EMEA, and beyond.
- Background within a System Integrator (SI) or channel partner organization, with firsthand understanding of how SIs structure and manage OEM, distributor, and technology alliances.
- Excellent relationship management and communication skills.
- Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.
- Strong organizational skills with the ability to manage multiple stakeholders and timelines.
- Experience working in fast-paced, high-growth environments.
Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.
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Section · 02
Skills
Section · Company
About Gruve
Gruve
IT Services & Consulting
301
employees
2024
2 years old
Redwood City, California
US
About
About the Company
Gruve is an innovative Software Services startup dedicated to empowering Enterprise Customers in managing their Data Life Cycle. We specialize in Cyber Security, Customer Experience, Infrastructure, and advanced technologies such as Machine Learning and Artificial Intelligence. Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks, perfect for fresh graduates looking to kickstart their careers in technology and service delivery.
Why Gruve
At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone, including fresh graduates, can thrive and contribute their best work. If you're passionate about technology and eager to make an impact, we'd love to hear from you.
Industries
Employee ratings
36 reviews
Culture
3.5
Career growth
3.5
Work-life
3.6
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