Role Brief :The Director Alliances & Partnerships has demonstrated success building and running co-sell, marketplace, and joint business planning (JBP) and JGTM motions with Microsoft + optionally with AWS and/or GCP, leading Digital & Cloud Platform providers (e.G., Siemens DISW, PTC) across our chosen industries.The role is accountable for translating partner relationships into predictable, partner-sourced and partner-influenced order intake and revenues and we are looking at an experienced professional who is currently handling a similar role in a service provider or Hyperscaler companyExperience with hyperscaler co-sell and marketplace programs (e.G., Microsoft AI Cloud Partner Program, Marketplace co-sell, AWS Partner Network/ACE, GCP Partner Advantage) and with orchestrating ISV and consulting/SI partner ecosystems is highly desirable.The candidate must have managed large partner-influenced revenue portfolios in a matrixed, global organization. The role carries accountability for three key pillars: joint co-selling, competency and capability building on partner products, and impactful partner marketing and enablement campaigns.An ideal candidate will bring 18+ years of industry experience, with preferred skills in Business Development, Pre-sales, and customer-facing engagement, and a track record of working with technology-driven, solution-oriented organizations or System Integrators globally.To drive incremental business opportunities and orchestrate sales motions that benefit both Cyient and its partners - the role involves leading initiatives to engage potential customers by combining partner technologies and product/platform including cloud, SaaS,



and AI/GenAI-based solutions - with Cyient's service portfolio.It also involves orchestrating cross-functional engagement across sales, delivery, and practice teams to build and progress pipeline. This includes running structured partner operating mechanisms - joint business plans, quarterly business reviews (QBRs), and partner readiness reviews - to improve execution and forecast accuracy.Location: Bangalore/HyderabadKey Role & Responsibilities:KRAs: Partner-Led/Partner-Influenced Pipeline and Order Intake, Partner Portfolio Revenue Growth, Scale Competency, Partner Events Calendar and Campaigns.Developing and implementing partnership strategies: Identify and pursue new partnership opportunities aligned with the company's business goals; build joint business plans (JBPs) with strategic Hyperscaler, ISV, and consulting/SI partners; negotiate mutually beneficial terms.Managing existing partnerships: Maintain and strengthen existing partnerships through structured operating mechanisms - joint business reviews, QBRs, and partner readiness/capability reviews - to track performance, resolve execution gaps, and identify opportunities to grow and expand relationships.Driving co-sell and marketplace motions: Enable and scale partner-led revenue through co-sell programs,



marketplace listings/private offers, and joint solution launches, working closely with partner sales, marketing, and technical teams to accelerate customer adoption.Identifying current business opportunities: Continuously identify new opportunities for growth and expansion, including recent potential partners, working closely with Cyient offer and Tech practice teams.Working with Sales: Partner closely with Sales leadership and account teams to align partner strategy with territory and account plans, jointly identify and progress partner-sourced/partner-influenced opportunities, and embed partner motions into the core sales pipeline and forecasting cadence.Partner enablement and capability building: Identify capability gaps and drive enablement/certification programs so partners and internal teams can support priority workloads, launches, and customer requirements.Performance tracking and forecasting: Track partner performance using pipeline, revenue-influence, and program-effectiveness metrics; provide accurate revenue and forecasting inputs to guide investment and prioritization decisions.Ensuring compliance: Ensure all partnerships comply with relevant laws and regulations and that the company is protected against potential legal risks.Communication: Communicate with key stakeholders, including senior management, partners, and clients, to keep them informed on partnership activities and to seek input and guidance as needed.Travel and field engagement: Travel as needed to set up workshops and meet partners and clients to build and sustain momentum for

📌 Director - Alliances & Partnerships (Hyderabad)
🏢 Cyient
📍 Hyderabad