Job Title: Software Alliances

Location: Bangalore

Department: Sales & Business Development

About the Role

We are looking for an experienced and results-driven Software Alliances professional to build and scale strategic partnerships with Independent Software Vendors (ISVs), OEMs, and cloud ecosystem partners. This role is responsible for driving alliance strategy, creating joint go-to-market initiatives, building partner-led sales pipelines, and closing opportunities through hyperscaler marketplaces such as AWS CPPO. The ideal candidate will have a strong background in B2B software sales, partner management, and commercial negotiations.

Responsibilities

• Find and onboard software vendors that align with our cloud practices, while negotiating commercial terms.
• Build and own a qualified pipeline for each vendor through joint account mapping and co-selling initiatives.
• Register and manage deals on vendor partner portals.
• Close deals through hyperscaler marketplaces (e.g., AWS CPPO).
• Run joint go-to-market activities with vendors, including campaigns and events, while securing vendor and hyperscaler funding.
• Train and enable internal Sales and Presales teams on vendor products and certifications.
• Conduct business reviews with vendors and report on pipeline, bookings, and forecasts.
• Travel as required for partner meetings, events, and business engagements.
• Create and execute the overall software alliance strategy.

Must-Have Qualifications

• 6–10 years of experience in B2B software sales, with at least 2 years in alliances, channel sales, or partner management.
• Proven track record of carrying a sales quota and building a strong pipeline.
• Existing network with ISV/OEM partner teams in India.
• Strong negotiation, stakeholder management, and cross-functional collaboration skills.
• Bachelor's degree required; MBA preferred.