Website:
xcelgrad.com
Job details:
We are looking for a highly strategic and commercially driven Strategic Partnerships Manager to build and scale partnerships across the SaaS, Deep-Tech, AI, Cybersecurity, and Cloud ecosystem.
This role will be responsible for identifying high-potential technology partners, driving commercial alliances, and enabling successful Go-To-Market (GTM) collaborations. The ideal candidate should possess strong business development capabilities, excellent stakeholder management skills, and a deep understanding of enterprise technology solutions.
The role requires someone who can independently manage the complete partnership lifecycle — from market research and partner acquisition to negotiations, onboarding, GTM execution, and relationship management.
Key ResponsibilitiesPartnership Development & Acquisition
- Identify, evaluate, and onboard SaaS and deep-tech solution providers aligned with business objectives.
- Research emerging technology companies and assess:
- Product-market fit
- Commercial viability
- Competitive positioning
- Revenue potential
- Build strategic relationships with founders, CROs, business heads, and CXO stakeholders.
- Develop partnership pipelines across AI, cybersecurity, cloud, analytics, and enterprise SaaS domains.
Commercial Negotiation & Alliance Management
- Lead commercial discussions and negotiate:
- Pricing models
- Margins
- Revenue-sharing structures
- Territory rights
- Partnership agreements
- Manage onboarding processes including:
- Documentation
- Compliance
- Internal coordination
- Operational alignment
- Ensure smooth execution of partnership agreements and governance frameworks.
Go-To-Market (GTM) & Revenue Enablement
- Define and execute joint GTM strategies with partners.
- Collaborate with Sales & Marketing teams to:
- Position solutions effectively
- Enable partner-led sales motions
- Create market awareness initiatives
- Develop:
- Value propositions
- Pitch decks
- Solution narratives
- Partner enablement materials
- Conduct training sessions and support high-value pre-sales and enterprise discussions.
Partner Relationship & Performance Management
- Manage ongoing partner relationships and drive long-term business growth.
- Track partnership performance metrics including:
- Pipeline contribution
- Revenue targets
- Conversion rates
- GTM effectiveness
- Identify opportunities for:
- Upselling
- Cross-selling
- Co-marketing campaigns
- Joint customer engagement
- Maintain pipeline visibility, forecasting accuracy, and strategic alignment with business goals.
Required Skills & Expertise
- Strong experience in:
- Partnerships & Alliances
- Channel Sales
- B2B SaaS Business Development
- Expertise in:
- Commercial negotiations
- GTM strategy
- Stakeholder management
- Enterprise relationship management
- Strong understanding of:
- SaaS business models
- AI solutions
- Cybersecurity ecosystem
- Cloud technologies
- Enterprise software landscape
- Experience in pre-sales support and sales enablement activities
- Strong analytical, communication, and presentation skills
- Ability to work with CXO-level stakeholders and technology founders
Preferred Background
- Experience working in SaaS, AI, Cybersecurity, Cloud, Deep-Tech, or Enterprise Technology companies
- Exposure to channel partnerships, strategic alliances, or technology distribution ecosystems preferred
- Familiarity with enterprise sales cycles and solution-based selling approaches
- Experience managing strategic technology partnerships and revenue-driven alliances
Ideal Candidate Profile
- Strategic thinker with strong commercial acumen
- Highly relationship-driven and execution-focused
- Comfortable managing multiple partnerships simultaneously
- Strong problem-solving and negotiation skills
- Able to operate effectively in fast-paced, growth-oriented environments
- Passionate about emerging technologies and enterprise innovation
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