VP - Strategic Alliances & Ecosystem

Company Overview

EXL (NASDAQ: EXLS) is a global data and artificial intelligence ("AI") company that offers services and solutions to reinvent client business models, drive better outcomes and unlock growth with speed. EXL harnesses the power of data, AI, and deep industry knowledge to transform businesses, including the world’s leading corporations in industries including insurance, healthcare, banking and financial services, media and retail, among others. EXL was founded in 1999 with the core values of innovation, collaboration, excellence, integrity and respect.

We are headquartered in New York and have more than 60,000 employees spanning six continents. For more information, visit www.exlservice.com.

Role Title: VP – Strategic Alliances & Ecosystem

Business Unit: Global Ecosystem Channels

Location: London. 4 days office. Hybrid.

Employment Type: Permanent

Summary

The VP – Strategic Alliances & Ecosystem is a strategic growth leader accountable for building and scaling an ecosystem-led revenue engine for EXL’s Data, Analytics & AI business.This role will architect and operationalise a data-platform-centric partner strategy to accelerate adoption of EXL’s capabilities across data modernisation, advanced analytics, AI/GenAI, and digital operations. The mandate is to convert partnerships into a primary growth lever, driving co-sell revenue, joint solutions, and marketplace-led scale. Your focus will be Microsoft, AWA or Google, Databricks and Snowflake.

Key Responsibilities

Hyperscaler & Data Platform-Led Growth

• Define and execute EXL’s partner strategy across hyperscalers and data platforms.
• Position EXL as a strategic Data & AI transformation partner within hyperscaler ecosystems.
• Drive alignment with partner industry priorities, funding programs, and co-sell motions.
• Lead co-build initiatives to develop differentiated solutions across data engineering, advanced analytics & decisioning, and AI/GenAI-led transformation.
• Create industry-specific, use-case-led offerings (e.g., risk, operations, CX, finance) leveraging EXL IP + partner platforms.
• Accelerate solution industrialization and marketplace readiness.
• Own partner-sourced, partner-influenced, and hyperscaler marketplace revenue targets.
• Embed co-sell into EXL’s core Go-To-Market (GTM), including joint account planning and pipeline governance.
• Drive large, platform-led transformation deals anchored in data and AI.

Ecosystem-Led Demand & Market Expansion

• Activate partners to drive new logo acquisition and expansion into priority industries and geographies.
• Orchestrate joint GTM campaigns, digital demand programs, and CXO connects.
• Leverage partner ecosystems to access new buying centers (CDO, CAO, CIO, AI leaders).
• Design EXL’s Data & AI partner framework (segmentation, tiering, incentives, joint KPIs).
• Establish data-driven governance tracking pipeline, influence, certifications, and ROI.
• Build deep partner-aligned capabilities (certifications, solution specializations, joint assets).
• Embed partner strategy into Industry Units, Sales, Solutions, and Marketing cadences.
• Drive a partner-first, platform-led selling mindset across EXL.
• Influence investment decisions toward high-impact ecosystem opportunities.

What We Are Looking for (Key Success Factors)

• Architect and scale ecosystem-led growth, positioning partnerships as a core revenue engine.
• Drive partner-sourced, influenced, and marketplace revenue with strong commercial ownership.
• Deep expertise in hyperscaler and data platform ecosystems, including co-sell and funding models.
• Strong Data, Analytics & AI fluency, translating complex solutions into CXO-level business outcomes.
• Lead co-innovation and solution development, building differentiated, industry-led offerings.
• Influence across a matrixed organization, embedding partner-led GTM into core sales motions.
• Build and lead high-performing alliances teams with strong execution rigor and accountability.
• Operate with data-driven governance and transformation mindset, driving scalable, measurable impact.
• Strong executive presence with the ability to engage and influence at the highest levels.
• Skilled at representing the organization in strategic forums, partner councils, and executive reviews.

Qualifications and Experience

• 15–20+ years of progressive leadership across enterprise sales, strategic alliances, and ecosystem development within Data, Analytics, AI, or Digital Transformation businesses.
• Proven success in building and scaling hyperscaler-led partnerships with measurable impact on co-sell revenue, pipeline, and market expansion.
• Demonstrated ability to commercialise data & AI capabilities — translating complex solutions (data platforms, analytics, AI/GenAI) into large, multi-year transformation deals.
• Experience in data platform ecosystems and driving joint solution development and marketplace monetization.
• Strong exposure to industry-led selling models, with the ability to align partner strategy to domain-specific value propositions.
• Experience within these Hyperscalers is preferred: Microsoft, Amazon, Google, Snowflake and Databricks.

What We Offer

• A competitive salary with a generous bonus.
• Private healthcare, critical illness & life assurance (4x annual salary), income protection insurance, and a rewarding pension scheme.
• Everyday financial well-being solutions, including cashback cards and discounts with top retailers.
• Cycle Scheme to save on bikes and cycling accessories.
• Wide range of professional and personal development opportunities, including online courses, seminars, and workshops.
• Employee Stock Purchase Plan (ESPP).
• Flexible hybrid working model that supports work-life balance while strengthening collaboration.

As an Equal Opportunity Employer, EXL is committed to diversity. Our company does not discriminate based on race, religion, colour, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, age, or disability status.

To be considered for this role, you must already be eligible to work in the United Kingdom.