Alliance Manager

Infosys•Rockville, MD

About The Position

Infosys Public Services is seeking an Alliance Manager to join their team. The Alliance Ecosystem is crucial for Infosys Public Services' growth, and the Alliance Manager will play a strategic role in establishing and nurturing partnerships aligned with growth plans. This involves preparing joint plans, negotiating teaming agreements, identifying target opportunities, defining and leading joint Go-To-Market (GTM) initiatives, and orchestrating quarterly business reviews to track value and support overall revenue growth for IPS. The company, Infosys, is a global leader in next-generation digital services and consulting, enabling clients in over 50 countries to navigate digital transformation by leveraging an AI-powered core and agile digital at scale, fostering continuous improvement through an always-on learning agenda and an innovation ecosystem.

Requirements

7+ years of experience in managing alliances for an IT service or a SaaS organization
A proven track record in developing and scaling alliance ecosystem
Experience in managing programs across cross-functional teams and stakeholders
Ability to operate in a start-up mode with a focus on generating outcomes while navigating big company processes
A bachelor’s degree or foreign equivalent from an accredited institution, or three years of progressive, relevant work experience instead of every year of education

Nice To Haves

Experience working in the public sector or a company working with public sector organizations
Completed a Master’s degree program

Responsibilities

Develop relationships with management and sales teams from alliance partners.
Facilitate relationship development between Infosys and alliance partner stakeholders to position the company as the go-to alliance partner for new opportunities.
Facilitate the negotiation of Non-Disclosure Agreements (NDAs) and teaming agreements with alliance partners.
Develop business cases that justify new teaming agreements for leadership approval.
Contribute to developing joint alliance plans with alliance partners and Infosys and Infosys Public Services business leaders, ensuring completion of assigned tasks and attainment of goals.
Ensure the alliance partner contributes to achieving the goals in the plan.
Work with alliance partners to get industry-wide references to build the Infosys Public Services brand as a trusted transformation partner.
Participate in alliance events and conferences to support revenue growth and increase event ROI.
Work with alliance partners and internal teams to identify and develop joint solutions, including building the narrative and taking them to market in collaboration with sales, marketing, and alliance teams.
Track and manage investments to strengthen relationships, build a pipeline with alliance partners, and influence opportunities.
Work with the alliance partner's team to promote joint solutions and offerings to the partner's sales teams and customers, creating a pipeline of joint opportunities.
Conduct regular pipeline calls with alliance partners to identify new opportunities based on specific solutions and initiatives.
Collaborate with the alliance partner to offer technical expertise and product pricing for the client proposal and assist the sales team.
Participate in the Account Planning process for key clients/prospects within the company to ensure that joint solutions and offerings with alliance partners are included in the account plan.
Instruct unit leadership and the sales team on collaborating with alliance partners to enable joint selling with alliance partner sales teams.
Participate in the Alliance Community of Practice or company initiatives to ensure the alliance program is well positioned within Infosys Public Services and with alliance partners.
Achieve target number of leads from joint alliance GTM initiatives.
Contribute to the number of joint thought-leadership assets (PoVs, Case Studies, Blogs) with Alliance partners.
Improve percentage of improvement in certifications/capabilities for key partners.
Contribute to growth in alliance revenue contribution to overall business revenue.
Ensure timely information and alliance support for key opportunities with minimum escalations.
Ensure 100% compliance with necessary contracting documents for key alliance partners.