JAPAC Alliances Director - Communications Global Industry Unit

JAPAC Alliances Director role - based in India, with CGIU (Communications Global Industry Unit)
Strategic and results-driven Enterprise Alliance Manager with 20 years of IT experience in cultivating, negotiating, and scaling high-impact strategic partnerships and joint ventures across GSI’s, regional and boutique partners. Adept at aligning cross-functional stakeholders, mapping complex corporate ecosystems, and co-developing go-to-market (GTM) strategies that drive mutual revenue growth. Proven track record of transforming transactional vendor relationships into deeply integrated, long-term strategic alliances.
Core Competencies & Skills
Strategic & Business Growth
Relationship & Execution
* Alliance Strategy & Vision
* Executive Relationship Management (C-Suite)
* Joint Go-to-Market (GTM) Planning
* Cross-Functional Collaboration
* Ecosystem & Partner Growth (GSI’s)
* Conflict Resolution & Mediation
* Contract Negotiation & Deal Structuring
* Partner Enablement & Training
* Revenue Forecasting & Pipeline Management
* Program & Project Management
Key Responsibilities
1. Strategic Planning & Partner Selection
Identify, evaluate, and prioritize potential enterprise partners that align with the organization's long-term growth and product roadmaps.
Define clear value propositions for the alliance, ensuring a "win-win" scenario for both organizations and the end customers.
2. Relationship & Ecosystem Management
Serve as the primary, trusted point of contact for key enterprise partners, fostering deep relationships across executive, product, marketing, and sales teams.
Build and maintain a governance model (e.g., Quarterly Business Reviews) to track alliance health, resolve conflicts, and realign goals.
3. Commercial Execution & GTM
Co-author and execute comprehensive joint business plans, including revenue targets, marketing initiatives, and product integrations.
Collaborate with internal and partner marketing teams to launch co-marketing campaigns, webinars, and event sponsorships.
Enable internal sales teams on the partner’s value proposition to drive co-selling motions and pipeline generation.
4. Performance Tracking & Reporting
Define, track, and report on key performance indicators (KPIs) such as partner-influenced revenue, pipeline growth, and integration adoption.
Manage complex legal and financial negotiations during contract renewals or expansions.
Key Performance Indicators (KPIs)
Partner-Driven Revenue: Total ARR generated through partner co-selling or resale.
Pipeline Velocity: Speed at which joint pipeline opportunities move through the sales cycle compared to direct sales.
Partner Satisfaction (Net Promoter Score): Quantitative health check of the relationship from the partner's perspective.
Integration/Product Adoption: Number of enterprise customers utilizing the joint integration or bundled offering.
Ideal Professional Background
Education: Bachelor’s degree in Business, Marketing, Computer Science, or a related field (MBA preferred).
Experience: 10+ years in Partnerships, Alliance Management, Business Development, or Enterprise Account Management (ideally in Communication domain and within Onprem, SaaS, Cloud, or Tech ecosystems).
GSI’s : Relationship with GSI’s in the region is a key requirement
Geography : 10+ years experience in working across JAPAC
Tools: Proficiency with OSS, BSS platforms (Oracle, Amdocs, Ericsson, Salesforce, Service now) and collaborative tools.
#LI-DNI
Career Level - IC5
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