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National roles – Partner & Alliance roles with 125+ years old company


Hi,   

We have the following positions with a fortune listed 125+ years old company.

See if you or any of your Friends/Colleagues are interested- if Yes- Kindly send Resume indicating Position applied for.

You can send us your profile at surendra@pivotal.co.in   “or” india.pivotal@gmail.com   or you may call at +91 80 4126 2220/21 for further details.

Position #1.
Position: DGM : Partner GTM
Location: Mumbai, India
Reports to: Business Head – Cloud

Job Background

COMPANY's offers a global Cloud Platform to carriers, that aggregates various Cloud services and provides an end to end services management platform.  Carriers are thus enabled to offer various Cloud services to their enterprise customers, integrated with other carrier or 3rd party offerings.  COMPANY has recently started engaging with carriers in India, and requires a carrier partner engagement lead who will engage with carrier partners and work jointly with them to understand, plan, enable and execute a successful Go To Market (GTM).

Job Description :

The Strategic Alliances Lead is responsible for all aspects of COMPANY's relationships with various Cloud Services Partners.  The role will involve proactively planning, developing and managing these partners as part of COMPANY's Cloud Platform portfolio.   The individual will:

- Identify Cloud Services categories jointly with inputs from the product and business strategy teams

- Identify key Cloud Services Partners in the market, and initiate engagement with them, sharing COMPANY's Cloud Vision

- Develop a deep understanding of the Cloud Services Partners, including their products, business strategies, customer value, and go-to-market

- Negotiate business and contractual terms leading to final signoffs and onboarding of the cloud services partners

- Become the business lead for product development and marketing across these partnerships, and thus influence and drive a cross functional team, both within COMPANY and at the partners

- Manage and co-ordinate on joint roadmap between COMPANY and the partners

- Create and manage the governance structure with the Cloud Services Partners, including dashboards, reviews and others

Knowledge and Experience:

·         12-15 years of demonstrated senior sales experience selling complex service oriented offerings via carriers or large channel partners.  Should have worked in the carrier / VAS industry, with strong relationships within these carriers.    Understanding of new technologies, specifically around Cloud or similar.
·         Experience in the telecom / VAS industry
·         Ability to work effectively in a matrixed structure that are typical of carrier environments
·         Exceptional communication, presentation and negotiation skills are a must
·         Motivated and self-directed business professional that can operate within guidelines assigned.
·         Must have the ability to incubate and drive business in a new environment

Knowledge and Experience:

·         12-15 years, primarily in the carrier / VAS industry
·         Partner management, partner development, sales, in the technology / telecom industry
·         Experience of driving partner teams to identify, contact, negotiate and close deals
·         Proven track record of successfully developing and implementing partner GTMs
·         Strong ability to understand business drivers, customer needs, and technology solutions that can meet those needs
·         Leadership skills and management experience in a cross functional environment

Position #2
Position: Sr Manager / AGM : Strategic Alliances
Location: Mumbai, India
Reports to: Business Head – Cloud

Job Background

COMPANY's offers a global Cloud Aggregation Platform to carriers, that aggregates various Cloud services and provides an end to end services management platform.  Partnering to create a strong portfolio of services, across categories, functionality and price points to meet end customer requirements across segments, is one of the most critical aspects of COMPANY's vision and approach.  The partners identified could be part of COMPANY's local, regional or even global ecosystem.

Job Description:

The Strategic Alliances Lead is responsible for all aspects of COMPANY's relationships with various Cloud Services Partners.  The role will involve proactively planning, developing and managing these partners as part of COMPANY's Cloud Platform portfolio.   The individual will:
 
- Identify Cloud Services categories jointly with inputs from the product and business strategy teams

- Identify key Cloud Services Partners in the market, and initiate engagement with them, sharing COMPANY's Cloud Vision

- Develop a deep understanding of the Cloud Services Partners, including their products, business strategies, customer value, and go-to-market

- Negotiate business and contractual terms leading to final signoffs and onboarding of the cloud services partners

- Become the business lead for product development and marketing across these partnerships, and thus influence and drive a cross functional team, both within COMPANY and at the partners

- Manage and co-ordinate on joint roadmap between COMPANY and the partners

- Create and manage the governance structure with the Cloud Services Partners, including dashboards, reviews and others

Knowledge and Experience:

·         7-9 years of strategic alliances experience, managing and structuring product relationships
·         Established existing relationships within the technology industry, preferably Cloud Services Partners
·         Familiar with the Cloud Services industry and ecosystem
·         Cross-functional influence, relationship building, and project management skills across various types of partners, including applications, telecom services and infrastructure
·         Built business plans along with partners, along with the governance structure required
·         Operated in a technical and business role

Knowledge/Skills required:

- Ability to engage at the CXO level
- Ability to operate in a matrixed structure
- Ability to build credible trust based relationships
- Proven ability to recognize, analyse and identify the right partners, including business plans, GTM, value propositions

Experience Required:

- Strong business acumen and negotiation abilities
- Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities

You can visit us at www.pivotal.co.in
http://in.linkedin.com/in/surendrapivotal

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