Website:
thewhiteboard.co.in
Job details:
· Position Name: Associate Director – Business Development & Strategic Alliances
· Position Mode: Permanent
· Experience :12 -18 years
· Joining Location: Bangalore
· Work Mode: WFO, 5 Days
· Mode of Interview: 3 -4 Rounds ( 1 round F2F for Bangalore candidates and virtual for outstation candidates)
· Notice: Immediate -15 days (max)
· JD: PFB
Consider Amit Sebastian profile on LinkedIn as sample profiles
UK, German, Europe market exp is required for all roles
Role Summary
We are seeking an experienced and strategic Associate Director – Business Development & Strategic Alliances to lead the Business Development function and drive sustainable business growth through new customer acquisition, strategic partnerships, and alliance-led opportunities. The role will be responsible for managing the overall BD organization, establishing and nurturing non-SAP alliance partnerships, and building a high-performing team focused on generating qualified pipeline and supporting revenue growth.
The incumbent will play a key role in identifying new market opportunities, developing partner ecosystems, and executing go-to-market initiatives that increase market presence and business impact. This position requires strong leadership, relationship management, and commercial acumen, along with the ability to collaborate effectively across Sales, Marketing, Pre-Sales, and Delivery functions to accelerate growth.
Key Responsibilities
- Lead and manage the Business Development function, including strategy, planning, execution, and operational governance.
- Build, mentor, and develop a high-performing Business Development team, ensuring achievement of pipeline and growth targets.
- Establish, expand, and manage strategic non-SAP alliances and partner relationships to drive incremental business opportunities.
- Develop alliance-led go-to-market programs and joint business plans with ecosystem partners.
- Drive qualified pipeline generation through outbound prospecting, strategic partnerships, referrals, and market development initiatives.
- Monitor and improve lead generation effectiveness, conversion metrics, pipeline velocity, and business development efficiency.
- Collaborate with Sales and Marketing teams to align demand generation initiatives with growth objectives.
- Provide regular pipeline forecasting, performance reporting, and market insights to leadership.
- Represent the organization at partner engagements, industry forums, and customer events to strengthen market positioning.
- Identify emerging market trends, competitive opportunities, and partnership models that support business expansion.
Key Performance Indicators (KPIs)
Primary KPI
- Alliance-Sourced Pipeline Generation
- Revenue pipeline generated through strategic alliance partnerships.
- Number and quality of opportunities created through partner channels.
- Contribution of alliance-led engagements to overall business growth.
Secondary KPI
- Business Development Team Performance
- Qualified pipeline creation against targets.
- Lead-to-opportunity conversion effectiveness.
- BD productivity, team utilization, and performance achievement.
- Consistent execution of growth and demand generation objectives.
Experience & Qualifications
- 12–18+ years of experience in Business Development, Strategic Partnerships, Alliance Management, Sales, or related functions.
- Proven track record of building and leading successful Business Development teams.
- Demonstrated experience in developing strategic partnerships and driving measurable pipeline growth.
- Strong executive stakeholder management, negotiation, and relationship-building skills.
- Experience in technology services, consulting, SaaS, cloud, or digital transformation environments is preferred.
- MBA or equivalent business qualification is desirable.
Competencies
- Strategic Leadership
- Alliance & Ecosystem Management
- Business Growth Orientation
- Team Development & Coaching
- Executive Communication
- Commercial Acumen
- Cross-Functional Collaboration
- Data-Driven Decision Making
- Market Expansion & Opportunity Identification
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