Strategic Alliance Manager

Key Responsibilities

1. Alliance-led Outbound GTM

• Build and execute outbound campaigns aligned to Microsoft, Databricks, Salesforce and AWS priorities.
• Identify and prioritize SMB, SMC and mid-market accounts across India. Develop account and persona-based prospecting strategies.
• Engage CXOs, CIOs, CTOs, CDOs, Heads of Data, IT, Cloud, AI, CRM and Digital Transformation.

2. Pipeline Generation

• Create a consistent pipeline through cold calling, email, LinkedIn and account-based outreach.
• Identify business and technology triggers that indicate an active transformation opportunity.
• Qualify prospects based on business need, budget, authority, timeline and technology environment.
• Convert outbound engagement into qualified meetings, SQLs and sales opportunities.

3. Alliance GTM Motions

• Develop campaigns around areas such as: Microsoft: Azure, Data & AI, Cloud Modernization, Power BI, Copilot and application modernization. Databricks: Data Engineering, Lakehouse, Data & AI modernization, Analytics and GenAI.
• Salesforce: CRM transformation, Data Cloud, AI, Marketing/ Sales/Service transformation and automation. AWS: Cloud migration, modernization, data platforms, analytics AI/ML and cloud optimization.

4. Account Intelligence

• Research accounts to identify technology landscape, business priorities, transformation initiatives, leadership changes, funding, expansion and hiring triggers.
• Build account intelligence and contact maps to improve outbound conversion.
• Maintain accurate opportunity and activity data in CRM.

5. Sales & Alliance Collaboration

• Work closely with Alliance Managers, Account Managers, Solution Architects and technology partner teams. Align outbound campaigns with Microsoft, Databricks, Salesforce and AWS field teams.
• Convert partner-sourced intelligence and campaigns into customer conversations.
• Ensure qualified opportunities are effectively handed over to the sales team.

6. Revenue & Performance Management

• Own agreed targets for meetings, SQLs, opportunities and pipeline generated. Track conversion across the complete funnel:
• Accounts Contacts Calls Conversations Meetings SQLs Opportunities Pipeline Revenue Provide weekly pipeline and campaign performance reports.
• Continuously optimize campaigns based on conversion and revenue potential.