Director - Enterprise Sales & Strategic Alliances

Job Title: Director – Partnership & Alliances Sales
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Location: Gurgaon
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Role Overview: To build and scale Global Strategic Alliances and partnership-led growth across the CPaaS portfolio (SMS, WhatsApp Business APIs, RCS, Voice, Email, Chatbots, and Omnichannel Engagement). This is not a quota-carrying direct enterprise sales role. It is a pure Global Alliances, Ecosystem and Strategic Partnerships role, responsible for driving partner-sourced and partner-influenced revenue through:
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• Global System Integrators (GSIs)
• Hyperscalers
• Telecom Service Providers (TSPs)
• ISVs and SaaS platforms
• CRM, MarTech and industry platforms
• Regional and country-level channel partners
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Key Responsibilities

1. Global Alliances & Partnership Strategy

• Own global partnerships and strategic alliances charter.
• Identify, onboard, and scale alliances with GSIs, hyperscalers, telcos, ISVs, SaaS platforms and channel partners.
• Design global commercial frameworks, co-sell models, and joint business plans (JBPs).
• Build and maintain long-term CXO-level relationships across partner organizations.
• Define partner segmentation, tiering and engagement models.

2. Partnership-Led Growth & Revenue

• Own partner-sourced and partner-influenced pipeline and revenue globally.
• Drive joint GTM initiatives, bundled solutions, and vertical-focused offerings.
• Enable partner sales and delivery teams through playbooks, certifications, and co-selling programs.
• Influence and support large, complex, multi-country enterprise deals through partner ecosystems.
• Create repeatable alliance-driven revenue motions.

3. Cross-Functional Leadership

• Work closely with Product, Pre-Sales, Marketing, Legal, Finance and Customer Success teams.
• Provide structured market and partner feedback to shape integrations, roadmap priorities, and platform capabilities.
• Ensure strong governance through QBRs, forecasting, deal reviews and partner performance management.
• Establish operational rigor around partner onboarding, contracting and enablement.

4. Market Presence & Thought Leadership

• Represent the organization at global partner summits, industry forums, and executive roundtables.
• Track CPaaS, cloud and platform ecosystem trends, competitive moves and partner economics.
• Position the organization as a thought leader and trusted CPaaS ecosystem partner.
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Eligibility / Experience

• 12–15+ years of experience in SaaS / CPaaS / Cloud / Platform partnerships or enterprise ecosystem roles.
• Proven experience building and scaling global alliances and partner-led revenue models.
• Experience leading remote teams and managing partners across multiple regions.
• Background working with GSIs, hyperscalers, SaaS platforms or large ecosystem partners.
• Strong understanding of enterprise GTM motions, compliance, and complex multi-party deal structures.
• Executive presence with strong commercial acumen and an ecosystem-first mindset.
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Why Join Us?

• Impactful Work: Play a pivotal role in building and scaling a global partnerships ecosystem in the CPaaS industry.
• Tremendous Growth Opportunities: Be part of a rapidly growing telecom and CPaaS organization with strong professional development opportunities.
• Innovative Environment: Work alongside a world-class team in a challenging and collaborative environment where innovation is encouraged.

We are an equal opportunity employer. We champion diversity and are committed to creating an inclusive environment for all employees.

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