Role Purpose

This role executes Embark's partnership and alliance motion within the priorities and portfolio tiering— identifying, developing and managing strategic partnerships with GCC ecosystem players, consulting firms, technology companies, industry associations and other complementary service providers.

The person will convert partnerships into measurable business outcomes through joint GTM, referrals, co-selling, account mapping, events and solution-led collaboration — working across whichever regions are the best strategic fit for Embark's GCC business.

Key Responsibilities

Portfolio & Partner Development

- Execute Embark's partnership and alliance motion against the priorities and tiering (Strategic / Active / Opportunistic)
- Manage a portfolio of atleast 5–6 concurrent strategic and active partnership tracks at steady state
- Identify, engage and onboard partners within agreed priority segments; feed market intelligence back to inform portfolio prioritization
- Build senior-level relationships with partner leadership and business heads
- Develop partner value propositions and clearly articulate the mutual business chance

Commercial & Governance

- Structure partnership models — referral, reseller, co-selling, strategic alliance, joint GTM — within commercial parameters set by the Head of Strategy
- Negotiate partnership terms, referral arrangements and joint business plans within approved parameters; escalate anything outside those parameters for sign-off before it is finalized
- Establish partner governance, review mechanisms and performance tracking





GTM Execution & Marketing / Sales Handoff

- Build joint GTM plans and drive joint account mapping with identified partners
- Develop the partner-facing narrative and content angle; partner with Marketing to convert this into campaign-ready assets, positioning and channel execution
- Drive partner-led introductions, referrals, workshops, webinars and customer events, executed jointly with Marketing
- Qualify partner-sourced opportunities and hand them to Sales at the point a meeting is booked; own the partnership-generated opportunity funnel from identification through handover

Pipeline & Reporting

- Track leads, referrals, pipeline value, conversion and revenue contribution
- Collaborate with Sales, solutioning and delivery teams to ensure smooth opportunity conversion
- Identify cross-sell and upsell opportunities through the partner ecosystem
- Report portfolio status, track health and tiering recommendations to the Head of Strategy on a regular cadence

- Ideal Candidate Profile

- 8–12 years of experience in Strategic Partnerships, Alliances, or Ecosystem Development, ideally with exposure to the GCC, shared-services or IT-BPM ecosystem (e.g. Big 4 alliance teams, SaaS/GSI co-sell backgrounds)
- Demonstrated experience building partnerships that generate measurable revenue, not just relationship volume
- Comfortable operating within a defined commercial mandate — escalates terms outside that mandate rather than freelancing on them
- Strong commercial and negotiation skills
- Excellent communication, presentation and relationship-building skills

📌 Senior Manager - Partnership & Alliance (Bengaluru)
🏢 Embark
📍 Bengaluru