Partnerships Lead

As the Partnerships Lead, you will play a crucial role in shaping and implementing our partner growth strategy. This strategic position requires a cross-functional approach to identify and capitalize on significant opportunities with hyperscalers, global SIs, AI-focused platforms, and GTM partners. Your primary responsibilities will include leading co-sell initiatives, integration alliances, and reseller/channel programs to expand our market presence and enhance customer value. You will be responsible for developing and executing our partner strategy across various ecosystems, including Cloud (AWS, Azure, GCP), Global SIs, industry ISVs, and emerging AI solution providers. This role will involve owning co-sell relationships, managing marketplace listings, and coordinating joint campaigns with key hyperscalers such as AWS, Azure, and GCP. You will work towards securing solution validations, creating co-marketing programs, and aligning sales efforts to drive growth. In addition, you will be tasked with building and overseeing reseller channels and VAR programs. This will involve developing enablement playbooks, pricing models, and incentive structures to boost pipeline growth. You will also forge strategic integrations with complementary tech players in areas like CX automation, AI orchestration, and vertical-specific AI, designing joint value propositions and bundled solutions. As part of your role, you will focus on cultivating strong relationships with partner executives, including Cloud PDMs, SI leads, and GTM heads. You will represent the company at joint events, roadshows, and executive briefings to evangelize our partnerships. Collaboration with Sales, Product, Marketing, and Customer Success teams will be essential to integrate partnerships into core business operations effectively. Defining KPIs, monitoring partner performance, and driving ROI will also be key aspects of this position. The ideal candidate for this role will have at least 8 years of experience in partner, alliances, or ecosystem leadership roles within SaaS, enterprise software, or AI-native companies. A strong track record of working with AWS, Azure, or GCP partner teams, including marketplace and co-sell initiatives, is crucial. Familiarity with Global SIs, strategic ISVs, and AI-focused consultancies is desired. The ability to shape high-level GTM strategy while executing hands-on partnership activities and ensuring partner success is essential. An understanding of GenAI, LLMs, and enterprise automation trends would be advantageous. Additionally, willingness to travel for key partner activations, conferences, and joint GTM initiatives is required for this role.,