VP/Director - Alliance & Channel Partner

Role overview

This leadership position is focused on building and scaling partner-led growth through alliances, channel partnerships, and ecosystem development. The role calls for a seasoned professional who can shape partner strategy, strengthen strategic relationships, and expand business across global markets.

Core responsibilities

• Source, bring on board, and manage channel partners, system integrators, resellers, consulting firms, and technology alliance partners.
• Develop high-trust, senior-level relationships with partners to support sustained business growth.
• Design and roll out partnership engagement plans and alliance strategies that support company objectives.
• Accelerate revenue through partner-sourced opportunities and indirect sales routes.
• Create business plans, revenue targets, and initiatives to grow the partner business.
• Monitor pipeline health, partner contribution, and conversion performance.
• Build and execute joint go-to-market plans, co-selling motions, and demand-generation programs with partners.
• Spot new market opportunities and create collaborative sales approaches.
• Support key customer discussions, executive meetings, and opportunity qualification.
• Equip partners through sales training, solution messaging, service positioning, and differentiation against competitors.
• Provide partners with marketing assets, case studies, and technical enablement support.
• Lead commercial conversations, partnership negotiations, contract discussions, and compliance activities.
• Define partnership structures, incentive models, margins, and commercial terms.
• Work closely with sales, pre-sales, delivery, and leadership teams on enterprise opportunities created through alliances.
• Support major deal closure, proposal discussions, and account expansion efforts.
• Broaden the ecosystem with cloud providers, enterprise technology platforms, consulting firms, and other strategic partners.
• Identify alliances that help the business expand faster and improve market reach globally.

Experience and profile

The ideal candidate brings 15+ years of experience in alliances, channel sales, partner sales, or strategic partnerships within IT services or technology organizations. A strong background in building partner ecosystems and driving partner-led revenue is important, along with an established network across technology platforms, consulting organizations, cloud ecosystems, and enterprise partners. Experience working with markets in North America, Europe, and APAC is required. Strong leadership, negotiation, communication, and executive stakeholder management skills are essential. Experience handling alliances with cloud providers, SaaS companies, and enterprise technology platforms is preferred.

Education

A bachelor’s degree in Engineering, Technology, Business, or a related discipline is required. An MBA is preferred.

Additional information

Company hiring context: Spot Your Leaders is recruiting on behalf of leading multinational companies across India. Location for the role is Bengaluru, India.