Cloud ISV partnership Lead
airtel
- Location
- Gurugram, Haryana, India
- Job type
- Full-time
Required skills
- compliance
- DevOps
- end-to-end
- go-to-market
- SaaS
About the role
airtel
Website:
airtel.com
Job details:
- Define and execute the ISV partnership strategy aligned to Airtel Cloud’s product roadmap, target industries (BFSI, Government, Enterprise, SMB), and growth priorities
- Identify, evaluate, and onboard strategic ISVs across key solution areas such as security, databases, analytics, AI/ML, DevOps, observability, industry platforms, and sovereign-compliant SaaS offerings
- Own the end-to-end ISV lifecycle including partner sourcing, due diligence, commercial structuring, onboarding, certification, and ongoing relationship management
- Drive co-creation of cloud services and bundled solutions by working closely with Cloud Product, Engineering, and Solution Architecture teams
- Establish technical and commercial integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks
- Enable go-to-market success through joint value propositions, sales playbooks, pricing constructs, and sales enablement for Airtel Cloud sales and PSS teams
- Partner with Sales and PSS teams to support large deals, solutioning, and customer pitches involving ISV-led solutions
- Track and govern partner performance through defined KPIs including pipeline contribution, revenue, solution adoption, customer success, and partner satisfaction
- Lead commercial negotiations covering revenue share models, licensing constructs, bundling, and long-term strategic agreements
- Ensure ISV offerings meet Airtel Cloud standards for security, compliance, data sovereignty, performance, and regulatory requirements
- Represent Airtel Cloud externally in ecosystem forums, partner events, and industry engagements to build Airtel’s credibility as a strong cloud ecosystem orchestrator
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