GSI Alliance Manager

Bengaluru, Karnataka, India | Partnerships & Alliances | Full-time

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Who are we?  

Whatfix is the #1 Digital Adoption Platform (DAP) for Enterprises. We are disrupting the way Learning, Training and Application Support content is consumed. We provide large enterprises (Mostly Fortune 500 companies) with a SaaS platform that helps accelerate product adoption and reduce support & training efforts by providing contextual and step by step guidance inside any web application at the exact time a task is being performed. The product has redefined the way companies onboard, train, and provide support to users. 

What sets us apart from the rest?

With over 100 of the Fortune 1000 companies already onboard as customers, Whatfix has been named among the top 20 B2B tech companies alongside the likes of Adobe, PayPal, and Cisco.

With a YoY growth of 300%, we have also been recognized among the top 50 fastest growing SaaS companies worldwide in the SaaS 1000 list and as a Market Leader by Gartner in the Digital Adoption space. 

We are pleased to have an Employee rating of 4.6 on Glassdoor and our Customer obsession can be clearly seen in our reviews on platforms like G2 Crowd & Gartner Peer Insights

The employees are happy, the customers are happy, but what about the investors? Take a look for yourself - Sequoia Capital || Stellaris || Cisco || Eight Roads || Helion Ventures

“Hustle Mode ON” is something we live by. 

We are looking for a stellar GSI Alliance Manager to join our team in Bengaluru, India. 

The position will work in conjunction with the partner(s) to own all activities required at different stages within the Alliance relationship.

We are looking for world-class candidates to develop relationships and manage the success of Global System Integrator(GSI). Alliance manager will play a pivotal role in managing strategic relationships with our GSI to help them grow their business globally, whilst driving C-level, Practice Team, Marketing and Field relationships. The ideal candidate will bring both a partner background that enables them to drive successful partnerships and engage at the CXO level. The position also requires a strong product acumen, complex campaigns understanding, along with working knowledge of the Enterprise IT landscape. 

Responsibilities:

  • Develop the global plan for the “alliance partner” in collaboration with stakeholders across the “organization” with a focus on key offerings and country-level execution
  • Develop joint relationships, initiatives, and programs for long-term sustained account success
  • Influences Sales leadership to partner for short and long-term revenue growth, while at the same time, build sustainable, trusting relationships across the “alliance partner”
  • Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of “organization” revenue - engage in customer specific activities as needed
  • Identifying the right opportunities, framing deal structures, negotiation & closing out of deals with focus on business development and sourcing deals.
  • Ensure Practice Services Lines and Solution Centers are fully trained on Whatfix platform and value prop so they are positioned to evangelize Whatfix with their regional sales teams and clients.
  • Manage and collaborate with GSI partner to define and execute joint sales and Go to Market (GTM) programs
  • Propose business solutions in support of sales campaigns and serve as the domain expert of proposed solutions to prospective clients. 
  • Assist the partner team with the expansion strategy into target accounts by educating on WhatFix’s overall capability
  • Plan sales campaigns in conjunction with partner executives and lead efforts to ensure the delivery of all technical resources into the sales campaigns of our partner.
  • Collaborate with partner’s product managers, software developers, analysts, industry principals and other groups evangelizing and enabling them on WhatFix 

Requirements:

  • MBA Degree or equivalent business experience
  • 8-12 years of total experience
  • 4-6 years of GSI alliance experience preferably from within a SaaS/ISV organization 
  • Ability to understand complex GSI relationships
  • Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners
  • Experience engaging and influencing C-level executives
  • Experience owning, driving and managing partnerships against quarterly targets
  • Excellent communicator and active listener with a strong sense of ownership in the work
  • Skilled in negotiating contracts and growth plans with current and prospective GSI partners
  • Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise
  • Ability to use a clearly defined methodology for establishing priorities
  • Ability to proactively develop partner relationships by listening to, understanding and anticipating, and providing solutions to partner and partners customer needs

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.