Alliance Manager - Pune, India - Nihilent

    Nihilent
    Nihilent Pune, India

    2 weeks ago

    Default job background
    Technology / Internet
    Description

    Experience & Skills

    • Minimum 5+ years of experience in leading alliance management specifically with [Microsoft / AWS].
    • Should have experience as a Managed Partner relationship. This is a very different relationship (we had it in the US in the GNet days)
    • Must have established partner networking and connects in the partner ecosystem at managing Exec level in country and also global partner manager level.
    • Proven track record of growing the practice, driving GTM, and securing partner funding for solutions and pilot projects.
    • Emphasis on certification and listing of solutions and accelerators, with successful co-selling across regions.
    • In-depth understanding of cloud computing technologies, including SaaS, PaaS, IaaS, and related security considerations.
    • Strong understanding of cloud business models, co-selling strategies, and revenue sharing agreements.

    Key Responsibilities

    Annual Partnership Plan:

    • Prepare an Annual Partnership Plan. Monitor and drive this plan, and review monthly with leadership and practices.
    • Review and manage global and regional alliance agreements.
    • vTrack Solution Competency status and work with practices to maintain the required new wins, cloud consumption, certifications, skills, and competency on monthly basis
    • Report overall progress of partnership in terms of business and financial achievements and challenges that covers joint Wins, Revenue, Sales, Pipeline, Booked Opportunities

    Joint Programs / Initiatives:

    • Work with the Partner to secure funds for marketing, PoC, Solutions, Accelerators, Cloud Environments
    • Facilitate awareness of joint programs, track, and monitor progress and compliance
    • Schedule and support leadership meetings with Partner in key regions

    Solutions Co-sell

    • Work with practices and partner teams on Nihilent solutions to get them certified and listed on partner portal
    • Drive co-sell of these solutions and accelerators along with partner sales teams

    GTM Management

    • Work with Sales to tag opportunities to Alliance Partner
    • Maintain a GTM Tracker.
    • Facilitate, manage, and report on joint events
    • Coordinate with Marketing and Communication team to develop relevant content

    Operations:

    • Systematically manage Alliances-related reference materials.
    • Administration and maintenance of partner portal
    • Schedule alliance reviews

    Partner Trainings:

    • Facilitate online and classroom training sessions from Partner for practice and delivery teams