Job Description

Company Description

At Infobip we dream big. Last year, over half of the world's population interacted with businesses through the Infobip platform. It didn't happen by chance: through 50+ offices on 6 continents, we are truly committed to helping our 200 000 enterprise clients reach and engage mobile users. Join us in driving the continuous success of Infobip by creating products that our customers love.



Work Location - Mumbai/ Delhi/ Bangalore/ Pune (Any location from these cities)

Strategic Alliances & Partnerships Manager is an individual contributor role in regional structure with direct reporting line towards Regional Head of Strategic Partnerships, and indirect reporting line towards Director of Tech Partnerships.

Strategic Alliances & Partnerships Manager contributes to the growth of the region by reaching customers through all available GTM strategies/models focusing on partnerships (new and existing ones).

The main goal for this role is to act as a key contact for strategic partnerships to extend the reach of Infobip to target ICPs in dedicated region; extend exposure; increase number of use cases and accelerate GTM while at the same time enriching mobile communication capabilities on the Partners side. Part of his/her responsibilities is also taking a leading role in cross team projects, sharing best practices, and transferring specific insights/knowledge internally (among the teams).

Strategic Alliances & Partnerships Manager will work with selected existing Technology Partners to develop go-to-market strategies, establish and track business goals represented in number of new clients (revenue & gross profit) generated for Infobip through those partnerships.

They are in close communication with the Global Strategic Partnerships team, Sales Engineering, Products and Marketing teams to create a value proposition for our customers and partners. Success is measured by how many end customers did Infobip acquire through that Partnership.

• Leads the process of acquiring new partners (global or local/regional) in alignment with HQ and regional sales management.
• Signs new technology partnerships (Platform Integration, Marketplace, ISV) and actively manages selected existing partnerships with a goal to grow, monetize and expand them according to defined revenue/gross profit goals.
• Works with Global Strategic Partnerships team to translate global partner recruitment objectives and initiatives into Region-specific go-to-market (GTM) strategy
• Develops and implement effective account/territory plan to support the development and execution of a localized ISV recruitment and Platform integration strategy for various technology segments for the region
• Maintain close alignment with Revenue Platform team delivering joint value proposition across focus Platform verticals
• Develops high value local relationship with Partners at exec level and facilitates internal stakeholder alignment
• Partner relationship management (in Sales force) - all data related to Partnerships is accurately inserted in CRM system to reflect Partner Acquisition Process and appropriate Partner Target Listing
• Demonstrates market expertise and a deep understanding of partner's organization to drive partner decisions toward Infobip solutions and products
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with productive partner relationship
• Manages potential partner conflict with other Infobip sales channels by fostering excellent communication internally and externally, and through strict adherence to partner rules and engagement.
• Aligns cross-functional teams to ensure partners implementations are on track and successfully delivered. Closely collaborating with Sales Engineering and Professional Services teams to onboard and enable technology partners.
• Enables acquisition of new customers through management of Partnerships and collaboration with Infobip's Sales representatives on all relevant markets where our Partner operates.
• Ensures the sales approach and go-to-market activities within the region differentiate Infobip Solutions to the client by providing a consultative, expert approach, leading with market insight, thereby providing significant value within the sales engagement
• Supports Marketing in partnership related events and drives similar initiatives/activities related to improvement of Infobip's relationship with the partners
• Assists in brand/market awareness and opportunity development by delivering subject matter expertise and thought leadership to the market via forums, conferences, panels, and PR activities
• Provides inputs to the Product Management and Marketing teams about the vertical they are covering, organizes and defines use cases; scales the new processes and approach towards vertical to sales teams in the assigned region or on a global level.

Collaborate with Partner Marketing to drive integration adoption and customer acquisition via partner channel and co-marketing campaigns as agreed in the joint GTM plan

Supports Partner Marketing in MDF budget planning and allocation to maximize ROI and achieve annual joint business plan targets

Qualifications

• Infobip's ICP opportunities identified and business plan established and achieved as planned (high level discovery in CRM, timely delivery on business plan phases, number of signed business deals, percentage of revenue increase)
• Effective partnerships (effective collaboration with customers/partners, ROI on corporate conferences and events (regionally important events); no of end customers through partnership; Partner's satisfaction with collaboration)
• Project management and leadership on identified client priorities (Identification of project scope, goals and KPIs setup; leadership, organization and results delivery on the milestones and project phases in line with defined deadlines)

Additional Information

Why our employees choose us (and stay)?

• Awesome clients - We serve and partner with the majority of the leading mobile operators, OTTs, brands, banks, social networks and many more.
• Opportunity knocks. Often. - Being a part of a growing company in a growing industry - we challenge you not to grow! Whether it's horizontal, vertical, or angular, we want to support the path that you want to carve.
• Learn as you grow - Starting from the Academy as an onboarding program, to internal education, education resources, e-learning to external education, we invest heavily in employee learning and development.
• Connect globally - Work with people from different countries, participate in the biggest IT and Telecom events
• Dollars & Sense of Wellness - Competitive salary, health benefits, covered travel expenses, discounted corporate gym memberships, employer paid benefits, flexible work environment, kitchen stocked with the usual suspects plus special requests... Talk about a balanced lifestyle!