Define and execute the ISV partnership strategy aligned to Airtel Cloud’s product roadmap, target industries (BFSI, Government, Enterprise, SMB), and growth priorities
Identify, evaluate, and onboard strategic ISVs across key solution areas such as security, databases, analytics, AI/ML, DevOps, observability, industry platforms, and sovereign-compliant SaaS offerings
Own the end-to-end ISV lifecycle including partner sourcing, due diligence, commercial structuring, onboarding, certification, and ongoing relationship management
Drive co-creation of cloud services and bundled solutions by working closely with Cloud Product, Engineering, and Solution Architecture teams
Establish technical and commercial integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks
Enable go-to-market success through joint value propositions, sales playbooks, pricing constructs,



and sales enablement for Airtel Cloud sales and PSS teams
Partner with Sales and PSS teams to support large deals, solutioning, and customer pitches involving ISV-led solutions
Track and govern partner performance through defined KPIs including pipeline contribution, revenue, solution adoption, customer success, and partner satisfaction
Lead commercial negotiations covering revenue share models, licensing constructs, bundling, and long-term strategic agreements
Ensure ISV offerings meet Airtel Cloud standards for security, compliance, data sovereignty, performance, and regulatory requirements
Represent Airtel Cloud externally in ecosystem forums, partner events, and industry engagements to build Airtel’s credibility as a robust cloud ecosystem orchestrator

📌 Cloud ISV partnership Lead (Gurugram)
🏢 Airtel
📍 Gurugram