Partner Development Management

Partner Strategy & Business Planning Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals Build and maintain C-suite relationships at assigned Distributor / SSP / SI partners tied to measurable revenue outcomes Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression Drive co-sell motions across SME&C Corp and SMB teams — targeting upsell, renewal recapture at 130%+, new customer acquisition, compete win-backs, and dark-to-cloud migration 15+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company. Experience managing: Technology Distributors or CSP partners or LSPs / SI Partners, Global / Regional Partners, with strong understanding of AI, Agents, Cloud , Security & Modern Work. Business Leadership: Strategic thinking, Financial acumen, Business planning, Competitive positioning. Sales Leadership: Executive influence, Pipeline management, Forecasting & Co-sell execution Partner Leadership: CXO engagement, Change management, Partner transformation, Preference creation Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes Experience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholders Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority Strong written and verbal communication skills in English; Hindi language skills preferred for this market