IFS’s success relies on a strong and committed partner community. The Partner Account Director is responsible for managing relationships and driving engagement with our Indian GSI partners that our critical to our success. The objective is enhanced partner commitment to leverage their capabilities for the successful IFS software sales and deployments.
The Partner Director works closely with IFS Sales, Pre-sales and Services and consulting teams, as well as the partners themselves, to ensure that partners fulfil forecasted license revenue targets and perform successful IFS software implementations and transformation programs. This includes but is not limited to establishing processes to drive engagement cadence, ensuring that partner knowledge, skills and resource deployments are aligned with IFS’ interests and working to ensure partner activities are executed in a manner that achieves valuable customer outcomes and aligned with customer satisfaction.
An individual able and willing to generate additional IFS software revenue through the activities of their Managed Partner based on their Demand generation and Lead qualification activity.
Key responsibilities:
- Drive revenue from and with our globally managed Partners (sell with / sell through / sell to) taking IFS in region to 50% partner revenue contribution by FY26
- Support the hyper growth and delivery of IFS as it continues to expand and grow doubling in size every 3 years, leveraging partners to scale quickly and effectively through their ability to prime projects and grow regional and global practices.
- Foster strong relationships and cadence between the Indian GSI Partners and IFS market units, resulting in account deals in target industries and geographies.
- Allow Sales to focus on sales execution and the IFS end customer by finding and supporting the right Partner to go to market in specific industries and geographies.
- Build, grow and shape a sustainable partnership route to market that drives the partner to develop demand with IFS
- Deliver successful regional partner cadence and joint account planning opportunities on a planned and agreed cadence.
- Work with sales and account teams in region to keep/maintain pipeline opportunities in CRM
- Keep leadership regularly informed of the partnership performance to include areas of growth, engagement and general concerns related to accounts/projects
- Regularly attend meetings, conferences, partner and project connects virtually / in person
- Build and maintain relationships at all levels of the organization(s)
- Support new business development efforts across industry & products
- Ensure partnership performance and alignment with business goals
- Collaborate with sales, product, marketing and development teams in support of partner
- Utilize consultative approach focused on listening, learning, problem solving and influencing
- Communicate effectively and with impact conveying IFS’s mission, value proposition to a variety of audiences leveraging persuasive storytelling skills and cultural competencies
- Bachelor’s degree in Business Administration, Management, Marketing or a related field preferred
- Candidate would preferably have 15+ years’ or equivalent experience in partner or vendor management, role in the technology sector.
- Understanding of relevant IT markets;
- Understanding of GSI landscape in Big 5 market
- Previous experience of working with Indian GSI’s
- Experienced in driving complex sales processes and negotiations
- Prior large scale partner management experience
- Fluent in English.
- Excellent communication skills (both written and verbal in English)
- Ability to multi-task and prioritize accordingly
- Able and willing to regularly travel
Desirable:
- Extensive experience in large IT service-based organizations, Business-to-Business and ERP software industry
- Experience in developing partner marketing plans would be beneficial
- Experience in systems integration partnering.
- Fluent in Hindi, Bengali and Marathi desirable.
We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.
