Director, Global Partnerships
On-siteBengaluru, Karnataka, India or Pune, Maharashtra, India
Job Summary
Define and execute multi-year global partner strategies for System Integrators, building joint business plans that target revenue, pipeline, and regional expansion. Own end-to-end partner lifecycle management from strategy through co-sell execution, ensuring alignment with global GTM priorities and cloud ecosystem motions. Manage C-level relationships with GSIs, driving governance frameworks and quarterly reviews while enabling partner readiness through training and playbooks. Act as central orchestrator across Sales, Product, and Delivery to prioritize partner-driven opportunities and forecast revenue. Report directly to Global Partnerships leadership, with the role based out of India for the APAC region.
Required Qualifications
- 15 + Years progressive experience in Global Partnerships
- Global System Integrators (GSIs) such as Accenture, Capgemini, Infosys, Cognizant, TCS, Wipro, HCL, and regional tier-1 and tier-2 SIs
- Partner lifecycle management—from partner strategy and joint solution development to pipeline creation, co-sell execution, and revenue realization
- Global GTM priorities
- APAC Region
- Joint business plans (JBPs)
- Revenue targets (bookings, ACV, pipeline)
- Solution / industry focus areas
- Regional expansion priorities
- Co-investment plans (marketing, enablement, innovation)
- Strategic tiers with differentiated engagement models based on GTM outcomes
- Partner-sourced and partner-influenced revenue targets globally
- Joint pipeline creation motions
- Co-sell engagement models (e.g., Microsoft, Hyperscaler ecosystems)
- Account mapping with GSIs across key clients
- Deal shaping and early-stage opportunity influence
- Pipeline health, conversion rates, and deal velocity
- Executive sponsor for strategic deals involving GSIs
- C-level and senior leadership relationships within global SI partners
- Governance frameworks: Quarterly Business Reviews (QBRs)Executive Steering Committees, Regional operating cadences
- SI global practices (banking, payments, lending, cloud, etc.)
- Joint solution development and industry playbooks with GSIs
- Pre-integrated offerings
- Cloud marketplace solutions (Azure, AWS, GCP)
- Vertical-specific propositions (e.g., Tier 1 banks, mid-market, digital banks)
- Partner-ready architectures
- Accelerators and deployment frameworks
- Certifications and training programs
- Sales playbooks and use-case messaging
- Delivery methodologies and implementation frameworks
- Partner talent pools aligned to growth areas
- Joint engagement with cloud ecosystems (especially Microsoft co-sell and Azure Marketplace motions)
- Marketplace listing strategies
- MACC / consumption-based incentives
- Joint field engagement models
- Sales, Product, Marketing, and Delivery
- Partner-driven opportunities
- Partner roadmap to partner needs
- Forecasting, reporting, and executive insights
- Partner-sourced revenue
- Partner-influenced pipeline
- Win rates with GSIs
- Time-to-revenue for new partnerships
- Structured reporting dashboards and executive summaries
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.