Manager - Strategic Alliances & Partnership

Summary:

IT is seeking a dynamic and results-driven Manager - Strategic Alliances & Partnership to join our team to lead strategic engagements with Independent Software Vendors (ISVs) and Technology OEMs (Original Equipment Manufacturers). In this role, you will be responsible for business growth and ecosystem expansion by developing, managing, and growing strategic partnerships.

The role involves partner development, creating joint go-to-market strategies, enabling technical and commercial alignment, and executing business plans that accelerate IFTAS portfolio adoption and customer value realization to drive measurable business outcomes by articulating value of IFTAS solution offerings.

The ideal candidate will have strong experience in partner relationship management, alliance development, business planning, and ecosystem-driven sales motions. This role requires close collaboration with sales, pre-sales, product, marketing, and other teams to maximize value from strategic technology partnerships. This role requires a combination of strategic thinking, excellent communication skills and a deep understanding of Cloud offerings, technology products, ISV and OEM landscape.

Education:

Bachelor's degree in Engineering, Information Technology, Computer Science, Business Administration, or related discipline.

MBA or Postgraduate Diploma in Business Management, Marketing will be preferred.

Experience:

8+ years of experience preferably in Technology Sales, Partner Management, Alliances, Business Development, or Channel Management.

Minimum 5 years of experience managing partner relationships with Technology OEMs, Cloud Providers, or ISVs.

Knowledge:

• 1. Understanding of Banking Products and services will be preferred.
• 2. Understanding of SaaS, PaaS, IaaS, and subscription business models.
• 3. Deep understanding of OEM, ISV, Channel, and Alliance Partner Program structures and operating models.
• 4. Knowledge of partner lifecycle management, including recruitment, onboarding, enablement, performance management, and renewal.
• 5. Prior experience building and scaling partnership programs and ecosystems. Partner program structures, GTM enablement, and MDF management.
• 6. Sales pipeline development and opportunity management.
• 7. Contract negotiation and commercial agreement management.
• 8. Market trends, competitive landscape, and emerging technologies.
• 9. Understanding of BFS industry and cloud technologies is a plus.

Skills Required:

• 1. Clear communicator with an ability to inspire internal and external stakeholders.
• 2. Strong negotiation and deal-making skills.
• 3. Ability to think strategically and execute methodically.
• 4. Strong analytical skills with the ability to track and measure partnership performance.
• 5. Ability to successfully and efficiently manage a wide variety of relationships across partners simultaneously.
• 6. Willingness to travel as needed to meet with partners and attend industry events.

Roles & Responsibilities:

• 1. Partner Strategy & Relationship Management: Develop and execute the strategic plan for key OEM and ISV alliances. Identify, onboard, and nurture potentially strategic technology partners aligned with IFTAS business objectives. Build and maintain executive-level relationships with partner organizations and nurture these partnerships to create mutually beneficial alliances. Act as the primary point of contact for assigned OEM and ISV partners. Maintain existing partners while also finding new partners.
• 2. Business Development & Revenue Growth: Drive joint business planning and revenue growth initiatives with partners. Identify and develop new opportunities through partner ecosystems. Build and maintain a qualified pipeline of opportunities sourced through alliance partners. Collaborate with sales teams to influence opportunities and accelerate deal closures. Stay informed about industry trends and competitive landscape to identify new opportunities for partnerships.
• 3. Joint Go-to-Market (GTM) Execution: Define and execute joint GTM strategies, including campaigns, events, webinars, and solution launches. Work closely with marketing teams to increase market visibility and partner engagement. Enable sales teams on partner offerings, value propositions, and competitive positioning. Drive co-selling and co-delivery motions across internal and partner teams.
• 4. Negotiation and Deal Management: Lead negotiations to establish partnership agreements. Manage the entire deal lifecycle, from initial contact through to contract signing and closure.
• 5. Partner Enablement & Governance: Establish partner engagement frameworks, business reviews, and governance models. Track alliance performance through KPIs, scorecards, and quarterly business reviews (QBRs). Use data to optimize and enhance the value of these relationships. Ensure alignment between partner capabilities and organizational growth objectives. Facilitate partner training programs, and enablement initiatives.
• 6. Solution & Ecosystem Development: Collaborate with solution architects and product teams to build integrated offerings with OEM and ISV partners. Identify emerging technologies and ecosystem opportunities that create competitive differentiation. Support solution positioning around cloud, cybersecurity, AI, data analytics, infrastructure, and digital transformation initiatives.
• 7. Stakeholder Management: Work cross-functionally with Sales, Pre-Sales, Delivery, Product, Marketing, Finance, and Legal teams. Provide executive leadership with regular updates on alliance performance, pipeline, and strategic opportunities. Manage partner contracts, agreements, and compliance requirements.
• 8. Partner Program Development & Management: Develop, implement, and continuously enhance partner alliance programs aligned with organizational growth objectives.