Channel Manager or Alliances Manager - Cloud/Data/Automation

Partner Channel Manager / Alliances Manager Cloud, Data & Automation

Role overview:

What you will do:

• Own and execute partner strategy for key hyperscale and ISV ecosystems, with priority focus on Salesforce and Snowflake, and expansion into iPaaS/automation and data platforms.
• Develop joint GTM plans, account mapping, co-sell motions, solution positioning, and partner-influenced pipeline targets in collaboration with sales leadership.
• Build and manage relationships with partner managers, alliance leads, and regional partner organizations, ensuring mindshare and opportunity flow.
• Drive partner tier advancement requirements including certifications, specializations, customer references, deal registrations, partner portal activity, and solution assets.
• Create and run partner operating rhythm: QBRs, monthly cadence calls, pipeline reviews, enablement sessions, marketing syncs, and executive checkpoint updates.
• Work closely with delivery and practice leaders to shape partner-aligned offerings, accelerators, implementation packages, and industry-specific narratives.
• Lead internal certification and enablement plansincluding tracking, reporting, incentives, and readiness for partner audits or tier reviews.
• Support partner marketing initiatives such as webinars, community events, solution briefs, case studies, marketplace listings, and joint announcements.
• Coordinate partner-related sales operations: deal registration workflows, lead routing, partner sourced vs partner influenced reporting, and CRM hygiene.
• Build lightweight dashboards to track partner KPIs such as pipeline, win rate, certifications, enablement completion, marketplace traction, and marketing ROI.
• Identify and onboard new strategic partners that align with our practice growth roadmap and client demand trends.
• Act as the internal escalation point for partner-related bottlenecks and ensure fast resolution across sales, marketing, and delivery.

What we are looking for:

• 5+ years of experience in partner alliances, channel sales, ecosystem business development, or GTM strategy within IT services, SaaS, cloud, data, analytics, or automation.
• Hands-on experience working with Salesforce ecosystem and/or Snowflake Partner Network; exposure to partner portals, tier frameworks, and partner program requirements.
• Strong understanding of partner-led sales motions including co-sell, resell, referral, SI partnerships, and marketplace strategies.
• Ability to build structured partner plans and translate them into measurable outcomes: pipeline, bookings, certifications, and solution adoption.
• Experience coordinating cross-functional stakeholders across sales, delivery, marketing, and leadership teams.
• Excellent communication, stakeholder management, and executive-ready presentation skills.
• Comfort with ambiguity, fast-moving priorities, and ownership-heavy roles.
  

Nice to have:

• Exposure to iPaaS and automation ecosystems such as Workato, MuleSoft, Boomi, Tray.io, Celigo, or similar.
• Background in data engineering, AI/ML enablement, analytics platforms, or cloud modernization services.
• Experience enabling consulting practices with partner-based accelerators, playbooks, and solution packaging.
• Familiarity with CRM and partner tracking tools such as Salesforce, HubSpot, PartnerStack, Impartner, Crossbeam, Reveal, or equivalent.
  

Success measures:

• Partner-sourced and partner-influenced pipeline growth.
• Improvement in win rates for partner-associated opportunities.
• Achievement of certification, specialization, and tier milestones.
• Increase in joint solution assets, marketplace presence, and co-marketed campaigns.
• Consistent cadence execution and positive partner stakeholder feedback.
  

Why this role:

ramandeep.gill@dynpro.com