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About Adapts

Adapts helps enterprises accelerate application modernization and digital transformation. A core part of our go-to-market (GTM) strategy is working with System Integrators, IT services firms, and technology consulting companies who use Adapts as an accelerator in client transformation programs.

We are looking for a high-agency partnerships leader to build and scale this ecosystem. This person will own the full partner lifecycle - from sourcing and onboarding new SI and IT services partners to enabling joint GTM motions, building pipeline, and driving revenue through the partner channel.

Role Overview

As the Partner Development Manager – Strategic Alliances , you will be responsible for identifying, recruiting, managing, and growing partnerships with System Integrators, technology consulting firms, and IT services providers.

Your mandate will be to turn partners into active revenue channels for Adapts by building trust, developing joint value propositions, enabling partner teams, and creating repeatable co-sell motions.

This is a commercially oriented partnerships role with explicit accountability for building partner-led pipeline and driving revenue through SI, consulting, and IT services partnerships. Performance will be measured against clearly defined quarterly and annual targets agreed with the leadership.

This is a cross-functional role and would require interfacing across partnerships, sales, solutioning, and executive relationship management.

Key Responsibilities

- Source, recruit, and onboard strategic SI, consulting, and IT services partners.




- Build and manage a healthy partner pipeline from outreach to signed partnership to active GTM execution.
- Create joint GTM plans with partners, including target accounts, solution plays, and revenue goals.
- Enable partner sales and solution teams on Adapts’ value proposition and use cases.
- Drive partner-sourced and partner-influenced opportunities in collaboration with Adapts founders and internal teams.
- Build strong executive and working relationships across partner organizations.
- Run partner operating cadences such as onboarding, pipeline reviews, account mapping, and QBRs.
- Track partner activity, pipeline, and revenue outcomes.

What We’re Looking For

- 6–10 years of experience in alliances, partnerships, channel sales, or business development in enterprise software, SaaS, or digital transformation.
- Strong understanding of how SIs, consulting firms, and IT services companies sell and deliver client work.
- Proven track record of building partnerships that generate pipeline and revenue.
- Experience with partner enablement, joint GTM planning, and co-sell motions.
- Robust commercial mindset and comfort owning pipeline and revenue goals.




- Excellent communication, relationship-building, and stakeholder management skills.
- High ownership and ability to operate independently in an early-stage startup environment.
- Experience in modernization, cloud, enterprise transformation, or GenAI is a plus.

Success Metrics

- Partner-sourced qualified pipeline
- Partner-influenced pipeline
- Revenue from partner-led and partner-influenced deals
- Number of activated partners generating opportunities
- Joint GTM plans launched and producing meetings or pipeline
- Conversion of partner introductions into qualified opportunities and closed business

Ideal Candidate Profile

You are someone who can open doors, build executive trust, and convert relationships into pipeline and revenue. You understand how consulting and services firms think about transformation engagements, and you know how to position a product company as a strategic enabler rather than just another vendor.

You are commercially sharp, structured, and highly proactive. You are equally comfortable with partner sourcing, executive conversations, joint planning, and getting into the details of moving deals forward.

Why Join Adapts

- Build a strategic partner-led revenue engine from the ground up
- Work directly with the founders on a high-priority GTM motion
- Shape how Adapts partners with leading SIs, consulting firms, and IT services companies
- High ownership, high visibility, and strong growth potential in an early-stage environment

Apply on Kit Job: kitjob.in/job/443eol

📌 Partner Development Manager – Strategic Alliances (SIs & IT Services) (Kolkata)
🏢 Adapts
📍 Kolkata