Partnerships & Alliances manager

Job description

**Role Overview** Ramco Systems is looking for a high-impact Partnerships & Alliances manager to drive growth through a structured and scalable partner ecosystem. This role will own the strategy, development, and execution of partnerships across multiple partner types including **OEMs, hyperscalers, Big consulting firms, system integrators, boutique firms, reseller partners, ecosystem partners, and complementary solution providers.** The individual must be hands-on, outcome-driven, and capable of working cross-functionally with Sales, Product, and Marketing teams to build pipeline, accelerate deals, and expand market reach globally. The role is expected to drive **direct business impact by leveraging partners and alliances as a force multiplier for revenue growth.** **Key Responsibilities** **Partner Strategy & Ecosystem Development** - Define and execute a comprehensive partnerships strategy aligned to business priorities across business units - Structure and manage partner segmentation across: - OEMs (Oracle, SAP) - Infra / cloud partners (AWS, Azure) - Big consulting firms (PwC, Deloitte, KPMG, Accenture) - Global and regional system integrators - Boutique and specialist firms - Reseller partners - Ecosystem partners - Complementary solution providers - Identify white spaces and onboard new partners across geographies **Partner Lifecycle Management** - Own end-to-end partner lifecycle: identify → onboard → enable → activate → scale - Build clear partner value propositions, engagement models, and success frameworks - Drive partner enablement including sales training, certifications, and solution alignment **Revenue & Pipeline Ownership** - Drive partner-sourced and partner-influenced pipeline, including reseller-led revenue - Work closely with Sales to: - Co-sell and close strategic deals - Enable reseller partners to independently drive opportunities - Improve win rates through partner leverage - Track and report on partner contribution to revenue and pipeline **Joint Go-To-Market (GTM) Execution** - Plan and execute co-marketing and co-selling programs with partners: - Account-based marketing programs - Events, webinars, and campaigns - Industry-specific GTM plays - Collaborate with Product Marketing and Digital teams to build partner-specific messaging and campaigns **Relationship & Stakeholder Management** - Build strong executive relationships across partner organizations - Act as the central point of contact between Ramco and partners - Influence internal stakeholders across Sales, Product, and Delivery to align on partner priorities **Performance Tracking & Governance** - Define KPIs and success metrics for each partner category, including reseller performance metrics - Regularly review partner performance and optimize investments - Manage partner agreements, commercials, and governance cadence **What Success Looks Like** - Strong growth in partner-driven pipeline and revenue, including reseller-led business - High-impact partnerships across key segments (OEM, consulting firms, SIs, resellers, and ecosystem players) - Scalable and repeatable partner GTM programs - Improved deal velocity and win rates through partner engagement - Clear visibility into partner ROI and contribution **Required Experience & Skills** - 5 to 7 years of experience in partnerships, alliances, business development, or ecosystem roles - Strong experience working with enterprise software / SaaS ecosystems - Proven ability to manage multiple partner types (consulting firms, SIs, OEMs, cloud, resellers, etc.) - Experience in co-selling, co-marketing, and reseller-led motions - Strong commercial acumen with deal-making exposure - Ability to operate in a global, matrixed environment