Manager – Partner & Alliances

Gruve · IT Services & Consulting

Bengaluru, Karnataka, India; Mumbai, Maharashtra, India
On-site
Posted today
Sales & Business Development

About the job

About Gruve

Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.

About the Role

Gruve is seeking a highly motivated and relationship-driven Partner & Alliances Manager based in Mumbai or Bengaluru to lead and expand our strategic partnerships across the APAC region. This individual will play a key role in managing partner relationships, executing regional GTM activities, and supporting global partner program execution in close collaboration with leadership and key stakeholders.

You will serve as a regional ambassador for Gruve's partnership strategy, working closely with local OEMs, distributors, and technology alliances while aligning with internal sales, marketing, learning & development, and technical teams across time zones. This role is pivotal to Gruve's international growth and partner-driven revenue acceleration.

Key Responsibilities

Strategic Relationship Development

Build and manage business-level relationships with regional partners, distributors, and OEM stakeholders.

Establish and maintain executive and business-level relationships and map OEMs with Gruve leadership.

Represent Gruve at APAC-based partner events, conferences, and enablement sessions.

Act as the primary point of contact for regional partner activities, escalations, and collaboration.

Map Gruve business goals with OEM sellers, services team, and leadership, and drive the strategy.

Partner Program Mastery & Execution

Execute local GTM plans in coordination with global partner leadership and stakeholders.

Develop and execute a joint GTM plan to drive activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.

Track and report regional partnership certifications, event participation, and performance KPIs in collaboration with learning & development.

Act as the internal expert on all partner programs, incentives/rebates, deal registration, and other partnership benefits in the region.

Leverage MDF, rebates, SPIFFs, discounts, and sales plays to maximize profitability.

Guide leadership on how to extract maximum value from each partnership.

Work cross-functionally to support sales and other teams on partner-related initiatives.

Conduct due diligence on compliance and partnership status, and maintain partnership and legal records.

Own and elevate Gruve's program membership levels to achieve the highest tier(s).

Internal Leadership & Cross-Functional Alignment

Provide regular updates to leadership on opportunities, risks, growth, and revenue impact.

Work closely with Presales and Sales Leadership, aligning with business goals and strategy.

Lead QBRs to assess progress and identify growth opportunities.

Drive the charter and roadmap using insights from market trends, customer needs, leadership direction, and partner ecosystems aligned with Gruve's strategic interests.

Establish strong alignment between Gruve's sales teams and partner sales organizations to drive joint success.

Basic Qualifications

7–10 years of experience in partnerships and alliances (preferably in tech/software)

Must be able to travel to partner conferences and/or onsite visits throughout the region.

Proven experience working with one or more APAC OEMs or distributors (e.g., Cisco, Red Hat, Microsoft, Palo Alto Networks, Fortinet, CrowdStrike, Zscaler, AWS, GCP, Ingram Micro. TD SYNNEX, Etevers etc.)

Strong ability to build executive relationships and influence cross-functional teams.

Ability to navigate complex partner ecosystems and align joint value propositions.

Must be able to collaborate across time zones with internal teams in the U.S., EMEA, and beyond.

Preferred Qualifications

Background within a System Integrator (SI) or channel partner organization, with firsthand understanding of how SIs structure and manage OEM, distributor, and technology alliances.

Excellent relationship management and communication skills.

Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.

Strong organizational skills with the ability to manage multiple stakeholders and timelines.

Experience working in fast-paced, high-growth environments.

Why Gruve

At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.

Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.

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