Lead - Partnerships & Alliances

Work Location : Pune / Chennai
Roles & Responsibilities:
To develop and execute strategic partnerships and alliances agenda, with a strong focus on pipeline and revenue growth.
Identify, evaluate and establish partnerships with Hyperscalers, RPA/automation providers, AI/GenAI solution providers, Card Management System providers, core banking platforms, fintechs and complementary technology/service partners.
Build and manage end to end strategic relationships with partners and develop joint GTM, co-selling, referral and solution-led engagement models.
Track industry developments across domain & technology, competitor partnership landscape.
Recommend partnerships delivering strategic value for Verinite.
Work closely with Sales, Inside Sales, Presales, Marketing, Delivery teams to convert partnerships into customer opportunities, qualified pipeline and revenue.
Own defined partner-sourced and partner-influenced pipeline and revenue objectives, with clear quarterly targets for partner activation, opportunity creation, pipeline contribution and closed business.
Develop joint propositions, support customer engagements/RFPs and drive partner-led and partner-influenced business opportunities.
Develop and maintain a partner ecosystem strategy, including identification, prioritisation and tiering of partners based on strategic fit, market opportunity, revenue potential and Verinite's ability to differentiate.
Own partner onboarding, engagement, governance and performance tracking, including pipeline, revenue and strategic value delivered.
Drive joint account mapping and whitespace identification with strategic partners to identify new logo, cross-sell and expansion opportunities.
Stay abreast of developments across cards, payments, banking, cloud, AI, automation and fintech to identify emerging partnership opportunities.
Competencies & Desired Attributes:
8+ years of experience in strategic partnerships, alliances, business development or ecosystem development; experience in a similar role is strongly preferred.
Strong understanding of cards, payments and/or banking technology ecosystems, with the ability to understand how technology platforms, products and services fit together to solve customer
problems.
Proven ability to build partnerships that translate into business opportunities, pipeline and revenue.
Strong understanding of technology ecosystems and ability to identify complementary capabilities and create joint value propositions.
Excellent relationship-building, stakeholder management, influencing and negotiation skills, including the ability to engage with senior executives.
Strong commercial orientation with a growth mindset and ownership mentality.
Ability to work effectively across Sales, Delivery, Technology, Solutioning and Leadership teams.
Strong communication, presentation and articulation skills, with the ability to translate technology capabilities into customer and business value

Work arrangement
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