Director, Strategic Partnerships – GSI Portfolio

Company Description

IFS is a billion-dollar revenue company with 6000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Job Description

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

Qualifications

• 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. 

Additional Information

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.