Associate Director - Partnerships
Sprinto
Sales & Business Development
Bengaluru, Karnataka, India
Posted on Oct 25, 2024
Sprinto is a leading platform that automates information security compliance. By raising the bar on information security, Sprinto ensures compliance, healthy operational practices, and the ability for businesses to grow and scale with unwavering confidence. We are a team of 200+ employees & helping 1000+ Customers across 75+ Countries. We are funded by top investment partners Accel, ELEVATION & Blume Ventures and have raised 32 Million USD in funding, including our latest Series B round.
Role Purpose and Objectives
At Sprinto, partnerships are the backbone of our revenue strategy. As the Associate Director of Strategic Alliances & Channel Partnerships, you will play a critical role in developing, managing, and scaling strategic relationships with key identified partners . Your primary objective? Fuel Sprinto’s growth by owning and driving 25% of the company's revenue. You’ll have the opportunity to build a high-performing ecosystem of partners and help Sprinto achieve success on a global scale.
Some key responsibilities of the role:
- Partnership Strategy: Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies, focusing on creating new revenue channels and shall be responsible for designing, optimising & scaling the partner programs.
- Partner Acquisition: Identify, recruit, and onboard new partners, including but not limited to : - MSPs, MSSPs, GSIs, and Consulting Partners, with a focus on driving significant revenue growth.
- Relationship Building: Cultivate deep relationships with partner C-suite executives and decision-makers, driving collaborative efforts and mutual success.
- Joint Sales & GTM Programs: Design and implement joint sales and go-to-market (GTM) strategies with partners, increasing Sprinto’s market penetration.
- Negotiation & Contracts: Lead contract negotiations, growth plans, and deal structuring with partners, ensuring terms are mutually beneficial.
- Revenue Growth: Own partnership-driven revenue targets, managing the end-to-end partner lifecycle from prospecting to revenue generation.
- Performance Optimisation: Evaluate partner performance through regular business reviews, recommending improvements to enhance mutual value.
- Cross-functional Collaboration: Work closely with sales, product marketing, and solutions teams to ensure partner programs are fully supported with the right tools and resources.
- Mentor & Enable: Act as a mentor to internal teams and partners, offering coaching and enablement to drive results.
- Building team: Ability to build the partnership team ground up, is actively involved in forecasting the resources requirements and collaborates with the Talent Acquisition team to hire best for the team.
- Dashboard & Reporting: Track and report on the success of partnerships using CRM and other sales intelligence systems.
Some key requirements of the role:
- Experience: 8+ years of experience in strategic alliances, channel partnerships, or related fields, with a track record of revenue generation and partnership success.
- Industry Expertise: Deep understanding of the SaaS/ISV landscape, with specific knowledge of cybersecurity, GRC, and the changing market dynamics.
- Relationship Management: Proven ability to build and maintain executive-level relationships and drive collaborative success.
- Negotiation Skills: Strong negotiator with the ability to craft and finalize partnership contracts, including growth plans and deal structures.
- Revenue Ownership: Experience managing partnership revenue quotas and driving consistent growth through strategic alliances.
- Analytical & Strategic Thinking: Ability to analyse performance data, identify opportunities, and implement growth strategies.
- Technical Acumen: Familiarity with APIs and the ability to identify potential integration opportunities.
- Cross-functional Leadership: Adept at working across departments, ensuring alignment between sales, marketing, and product teams.
Benefits
- Remote First Policy
- 5 Days Working With FLEXI Hours
- Group Medical Insurance (Parents,Spouse, Children)
- Group Accident Cover
- Company Sponsored Device
- Education Reimbursement Policy