Global Partnership & Alliance Leader (OEM)

Job Summary:
This role focuses on result driven Alliance & Partnership professional with experience in partner onboarding, alliance management, sales enablement and revenue-driven GTM execution. Proven track record of managing strategic partnerships with hyperscalers and technology partners driving partner-led pipeline growth, supporting large-scale revenue outcomes and enabling cross-functional collaboration. Strong exposure to channel sales, lead management, partner operations and stakeholder engagement across global teams.
Job Description:
Partnership Onboarding:
Drive end-to-end onboarding of new partners, including initiation of agreements, portal setup and access enablement
Define and execute onboarding plans to align partnership goals, engagement models and success metrics
Collaborate with internal practice teams to build required competencies and capabilities aligned with partner expectations
Partnership Management:
Manage strategic alliances and support partner-led GTM initiatives to drive business growth and revenue outcomes
Strengthen partner relationships through regular governance cadences including pipeline reviews, QBRs and enablement sessions
Identify tier gaps and execute initiatives to improve partner visibility and progression toward higher partnership tiers
Coordinate certification programs, webinars and training initiatives with partner advisors and internal teams
Collaborate with cross-functional teams across sales, leadership and delivery functions to align alliance priorities and target accounts
Sales & Business Development:
Contribute to lead generation and funnel progression activities
Work closely with sales and partner teams to support customer engagement, business development and revenue realization
Support revenue generation through partner-led sales initiatives and strategic account alignment
Lead Management & Sales Support:
Coordinate with sales teams to schedule discovery calls, manage follow-ups and track opportunity progression
Accountable lead and deal management activities through CRM and procurement platforms such as HubSpot and SAP Ariba
Establish and manage regular cadence with sales and partner alliance teams to execute co-sell motions and accelerate partner-influenced revenue growth
Solution & Marketplace Onboarding:
Support onboarding of solutions across partner marketplaces
Coordinate with partner advisors, solution validation teams and internal stakeholders to ensure timely onboarding and hosting
Track milestones, dependencies and timelines to ensure smooth execution of marketplace initiatives
Documentation and Records Management:
Maintain live dashboards for tracking partner pipeline, leads, certifications, program milestones and tier status updates
Prepare partner-specific reports, business reviews, presentations and governance updates
Maintain agreements, onboarding documentation and partner engagement records
Create and standardize reusable templates for deal registration, project launches, funding requests and solution certifications
Ensure all partner portals are updated with accurate and current information
Drive scalable operational processes and governance practices for partnership management
Profile Description:
Sales-Focused Attributes & Competencies:
Customer-Centric Thinking: Understands client needs and aligns partner solutions accordingly
Strong Communication & Storytelling: Able to articulate value propositions clearly to internal teams and partners
Stakeholder Influence: Works effectively across sales, practice and partner teams to drive outcomes
Proactiveness & Ownership: Manage opportunities, follows through on deals and drives closure support
Analytical Thinking: Uses data to track performance, identify gaps and recommend improvements
Collaboration and Adaptability : Supports co-sell motions and works seamlessly with cross-functional teams. Comfortable working in a fast-paced, target-driven environment and result orientation mindset.

Work arrangement
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