VP, Cloud Global Alliances
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Summary of Role / Profile:
The primary role of the Vice President, Global Alliances is to work with the Global Alliances & Digital leaders in support of Genpact’s Partner Program to help develop and drive strategic partnerships with AWS, Microsoft Azure, Google Cloud, Salesforce etc.
This includes helping lead commercial engagements and negotiations, alignment with Genpact Service Lines and Offering Management to position such partners as enablers and building blocks of Genpact digital portfolio, aligning technical support program from the partners to the joint solutions, drive access to future roadmaps of the partners, drive certifications and participation of Genpact in relevant cloud partners programs (such as Microsoft Gold Partner), creating mindshare for joint solutions and a pipeline of new business opportunities by setting the strategy, investments and actions that will drive incremental revenue growth for Genpact and the leading cloud providers with a primary focus on Amazon and Microsoft.
Build and drive joint strategy, business plan, joint offerings and execution that include clearly defined go-to-market initiatives in support of executive sponsors at Genpact and Amazon and Microsoft. Key focus areas include:
Support the management of the entire life cycle of Alliances with leading cloud providers including Amazon and Microsoft – Strategize, Identify, Engage, Create, GTM, Governance
Build a clear, concise partner strategy with an established centralized and ongoing partner/alliance management process and governance
Manage, grow and create an eco-system of joint solutions and account engagements that can be leveraged to affect a step change in the growth trajectory for Genpact through synergy between different verticals and horizontals within the organization
Understand Genpact capabilities/offerings and create a strong culture of effective collaboration with Amazon and Microsoft through right networking within Genpact and the partners
Work with Genpact sales teams & sales leadership to drive account growth and new logos via the partnerships
Understand the Genpact’s strategy for the various Service Lines, digital efforts and overall Genpact and work with leaders to define joint areas of substantial market opportunity, both in size and value in support of new joint offerings with the leading cloud partners
Develop and maintain strong and trusted relationship with Genpact Sales organization the cloud partnerships
Be a key source of insight into Competitive and Partner landscape/strategy/news for Cloud
Help support and continue to develop Genpact’s new external Global Partner Program
Skills & Capabilities:
Verifiable experience in enterprise-level alliance management, sales and/or business development roles
Must have worked in and around large global providers and have contacts/experience with Amazon and Microsoft
Be comfortable developing executive-level sponsors within partnerships
Experience in Consulting & Digital Technologies
Strong Project and Program Management skills including design and execution on global business plans
Should be a strong people person with excellent networking skills
Ability to find “beyond the ordinary” value propositions
Mindset of team victory over individual success
Strategic thinker and a facilitator of change with an ability of instilling trust in teams
A self-starter needing minimal management oversight to perform day to day responsibilities
Assertive – strong negotiation skills to work with Genpact sales, Amazon and Microsoft and other partners as appropriate
Cross-functional influence, relationship building, and project management skills towards a broad constituency ranging from customers, sales, functional and technical management
Strong interpersonal and communication skills with executive presence
Strong result/goal orientation
Open to travel
Experience in alliance management, sales or business development roles in a Services environment
A hands-on collaborative style of working and a commitment to being a team player is a must.
Outstanding communications skills (both written and verbal)
The ability to influence peers and senior leaders across the business, and to inspire, nurture and lead team members
Ability to understand changing market dynamics, translating them into actionable strategies to achieve company objectives.
Knowledge of Amazon and Microsoft, it’s organization, go-to market and technology efforts along with experience in digital and cloud
Experience building and managing global and geographically dispersed teams and guiding them to success.
Software technical education/background, up to date on recent cloud service offerings and solutions