Senior Manager - Partners & Alliance

Role & responsibilities: :

• Manage relationships with OEMs, ISVs, cloud providers, distributors and technology partners.
• Drive partner onboarding, governance, agreements, certifications and renewals.
• Support RFPs, RFIs, RFQs and tenders, including OEM documentation and MAFs.
• Coordinate commercials, special pricing, deal registrations and negotiations.
• Develop joint GTM plans, partner enablement and pipeline opportunities.
• Conduct partner reviews, QBRs, dashboards and performance tracking.
• Coordinate with Sales, PreSales, Solution, Delivery, Finance, Procurement, Legal and Marketing.
• Identify partnership risks, resolve escalations and ensure timely closure of dependencies.

Preferred candidate profile :

• 8-12 years of experience in Partnerships, Alliances, OEM Management, Technology BD or Enterprise IT.
• Minimum 5 years of direct experience managing technology OEMs/ISVs/cloud partners.
• Strong exposure to RFPs, tenders, MAFs, compliance documentation and commercial negotiations.
• Experience working with cross-functional teams and enterprise technology opportunities.
• Good understanding of cloud, infrastructure, cybersecurity, data, automation or enterprise applications.
• Strong communication, negotiation, stakeholder management and governance skills.