YASH Technologies is Hiring - Strategic Alliance Manager

Job description

**Job Description: Strategic Alliance Manager** **Location:** Hyderabad **Department:** Alliances / Channels / Business Development **Reports To:** [VP of Alliances / Global Head of Alliances] **Role Summary** We are looking for a results-driven **Alliance Manager** to own and expand our strategic partnerships with leading technology vendors (e.g., [Snowflake, Databricks, Stibo, Snaplogic]). In this role, you will be the "Business Owner" of the partnership, responsible for defining the joint value proposition, executing go-to-market strategies, and driving influence revenue. You will serve as the connector between our consulting practice leads and our partners' sales organizations. **Key Responsibilities** **1. Strategy & Relationship Management** - **360-Degree Partnership:** Manage the overall health of the partner relationship, moving beyond simple transactions to strategic alignment. - **Executive Mapping:** Build and foster relationships between our executive leadership and the partners leadership (Partner Development Managers, Regional VPs, and Product Leads). - **Business Planning:** Develop annual joint business plans (JBP) that set mutual targets for bookings, certifications, and marketing initiatives. **2. Go-To-Market (GTM) & Co-Sell** - **Sales Enablement:** Educate our internal sales and delivery teams on "Why [Partner]?" and "Why Us?", ensuring they understand the partner's latest product roadmap and incentive programs. - **Field Mapping:** Facilitate "power mapping" sessions where our sales directors meet the partner’s Account Executives (AEs) to identify and pursue joint accounts. - **Pipeline Management:** Oversee the deal registration process. Ensure opportunities are tagged correctly in partner portals to protect margins and secure "co-sell" credits. **3. Practice Development & Certifications** - **Capacity Planning:** Work with delivery heads to ensure we have enough certified consultants to meet partner requirements (e.g., keeping track of tiers like Gold/Platinum/Premier). - **Offer Development:** Collaborate with solution architects to package our consulting IP into "Marketplace Offers" or industry-specific solutions that the partner’s sales team can easily understand and recommend. **4. Marketing & Events** - **Joint Marketing:** Drive the execution of webinars, white papers, and case studies funded by partner marketing development funds (MDF). - **Events:** Lead the company’s presence at major partner conferences (e.g., AWS re:Invent, Dreamforce, SAP Sapphire), managing booth logistics, client dinners, and meeting schedules. **Qualifications** - **Experience:** 5-7+ years in Alliances, Channel Sales, or Business Development within the IT Consulting or SaaS industry. - **Ecosystem Knowledge:** Strong understanding of how large technology vendors (Hyperscalers, ERP, CRM) operate their partner programs. - **Sales Acumen:** Familiarity with complex enterprise sales cycles and the ability to influence sales teams without direct authority. - **Operational Skills:** Experience managing MDF budgets, partner portals, and pipeline reporting (Salesforce/HubSpot). **Preferred Qualifications** - Experience managing multiple partners simultaneously (Portfolio Management). - Existing network of contacts within major tech ecosystems (AWS, Microsoft, Google, Snowflake, etc.). - MBA or relevant advanced degree. **Key Performance Indicators (KPIs)** - **Influence Revenue:** Total contract value (TCV) of deals won where the partner played a role. - **Net New Logos:** New clients acquired through partner referrals. - **Partner Tier Status:** Maintaining or elevating the partnership level (e.g., moving from Silver to Gold). - **MDF Utilization:** Percentage of available partner marketing funds utilized.