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
- 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
- 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