Manager Strategic Partnerships

Job Title: Partner Manager – Strategic Alliances (IT Infrastructure Domain)

Pune, India (Hybrid)

Experience: 5+ years in Partner Management, Alliances, or Channel Sales

Full-time

Responsibilities:

• Identify and prioritize potential channel and implementation partners in the monitoring, ITSM, helpdesk, and log management ecosystems.
• Start with Zabbix’s network of 200+ global implementation partners and strike strategic partnerships.
• Negotiate and finalize co-selling or bundling agreements with these partners.
• Develop and execute partner enablement plans (sales kits, product walkthroughs, co-branded content, etc.).
• Track partner-sourced leads, conversions, and revenue through a structured program.
• Serve as the primary point of contact for partners and manage ongoing relationships.
• Collaborate with marketing and sales teams to create joint GTM campaigns.
• Collect partner feedback to shape product roadmap alignment and sales strategy.

Qualifications:

• 5–10 years of experience in partner management, strategic alliances, or channel sales in the IT infrastructure or enterprise SaaS space.
• Proven track record of building partnerships with implementation partners/resellers of monitoring or ITSM tools (Zabbix, Nagios, ServiceNow, ManageEngine, Freshservice, Elastic, Splunk, etc.).
• Deep understanding of the IT Infrastructure buyer landscape and typical sales cycles in enterprise environments.
• Strong negotiation skills and experience structuring reseller or referral agreements.
• Comfortable with a metrics-driven approach: KPIs, sourced revenue, partner activation timelines.
• Strong interpersonal and communication skills; able to articulate value propositions clearly.
• Familiarity with modern B2B SaaS and AI/automation tools is a plus.

Required Skills:

• Existing relationships with Zabbix or other monitoring tool partners.
• Experience working with early-stage startups or launching partner programs from scratch.
• Ability to work independently and take ownership of the entire partner acquisition lifecycle.