Strategic Alliances - SAP & Hyperscalers

ABOUT THE ROLE

The Strategic Alliances leader will build and monetize Tata Technologies' relationships with SAP, AWS, Microsoft Azure, Google Cloud and similar partners. The role will connect partner priorities with Tata Technologies' engineering and manufacturing capabilities to develop joint propositions, activate co-sell motions and deliver measurable pipeline and revenue growth.

KEY RESPONSIBILITIES

• Own alliance strategy, annual joint business plans and executive governance for SAP and selected hyperscalers.
• Build senior relationships across partner sales, industry, solution, marketplace and partner-program teams.
• Develop industry-led propositions spanning SAP transformation, cloud modernization, data, AI and digital engineering.
• Activate co-sell motions through account mapping, target-account planning, customer workshops and partner introductions.
• Drive partner-sourced and partner-influenced pipeline, governing opportunities from identification through conversion.
• Plan partner-funded campaigns, events and workshops; optimize marketplace, funding and incentive programs.
• Manage certifications, competencies, authorizations, compliance and enablement across sales and delivery teams.
• Coordinate alliance execution across sales, delivery, solutions, marketing and finance; maintain dashboards and executive reviews.

REQUIRED EXPERIENCE & CAPABILITIES

• 10-12 years of experience, including meaningful ownership of strategic alliances, ecosystem growth or partner-led GTM.
• Demonstrated alliance experience with SAP and/or AWS, Microsoft Azure or Google Cloud.
• Proven ability to convert partnerships into qualified pipeline, revenue, customer acquisition and market impact.
• Experience in IT services, engineering services, digital engineering, enterprise applications, cloud or consulting.
• Strong command of joint business planning, co-selling, account mapping, pipeline governance and partner programs.
• Executive stakeholder management and the ability to orchestrate matrixed, cross-functional and global teams.

PREFERRED EXPERTISE

• Exposure to Automotive, Aerospace, Industrial Heavy Machinery or adjacent manufacturing sectors.
• Understanding of SAP S/4HANA, RISE/GROW with SAP, SAP BTP, cloud migration, AI/data platforms and PLM-ERP-MES integration.
• Experience with partner marketplaces, specializations, funding programs and joint solution development.