About the role
Partner Strategy & Business Planning Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals Build and maintain C-suite relationships at assigned SSP partners tied to measurable revenue outcomes Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression Drive co-sell motions across SME&C Corp and SMB teams — targeting upsell, renewal recapture at 130%+, new customer acquisition, compete win-backs, and dark-to-cloud migration 10+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes. Experience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholders Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority Strong written and verbal communication skills in English; Hindi language skills preferred for this market Bachelor's degree in Business, Technology, or a related field; an MBA or equivalent advanced qualification is an advantage. Direct experience managing LSP, CSP, or large solution/licensing partners within a cloud or SaaS ecosystem. Demonstrated success scaling AI, Copilot, or Security practices with partners. Familiarity with partner-facing CRM and analytics platforms for pipeline, renewal, and consumption tracking. Track record of building partner sales and technical readiness that translated into measurable revenue growth. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *
