Flentas·3 months ago
3 months ago
Partner & Ecosystem Leader – Hyperscalers, ISVs, and Strategic Alliances
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About this role
Role- Partner & Ecosystem Leader – Hyperscalers, ISVs, and Strategic Alliances
Location: Mumbai, India (Global mandate – India, West Asia, EU, North America)
Experience: 10–12 years (including 5–6 years in sales and partner ecosystem roles)
Role Overview
Flentas is entering a critical phase of growth, transitioning from a capability-led services organization to a solution-led, ecosystem-driven technology partner.
The Partner & Ecosystem Leader will be responsible for building and scaling a structured, revenue-driven partner ecosystem across hyperscalers, Independent Software Vendors (ISVs), regional partners, and distributors.
The mandate is to convert partnerships into measurable business outcomes through co-sell motions, joint solution development, and partner-led revenue streams.
This role requires a combination of strategic thinking, commercial acumen, and execution discipline, with clear ownership of ecosystem-driven pipeline and revenue.
Key Responsibilities
1. Hyperscaler Partnership Strategy and Execution
- Establish and operationalize joint business plans with hyperscalers (primarily AWS, with expansion to Azure and GCP as relevant)
- Drive structured co-sell motions, including:
- Joint pipeline creation
- Deal progression and conversion tracking
- Marketplace and co-investment programs
- Define and monitor key performance metrics:
- Pipeline contribution
- Win rates
- Revenue realization
- Strengthen field-level alignment with hyperscaler sales and partner teams
Objective:
Transform hyperscaler relationships from engagement-led to metrics-driven revenue engines
2. ISV Partnerships and Solution-Led Go-To-Market
- Identify and onboard relevant ISVs and software solution providers aligned to target industries and use cases
- Co-create joint solution offerings by integrating:
- ISV products
- Flentas’ cloud, DevOps, and managed services capabilities
- Develop packaged, outcome-driven solutions (industry/use-case specific) for market deployment
- Enable joint GTM with ISVs, including:
- Co-branded value propositions
- Sales enablement for partner teams
- Joint customer engagement strategies
- Position Flentas in business-led conversations with CXOs and business stakeholders, beyond IT-led engagements
Objective:
Shift from service-line selling to solution-led, outcome-oriented engagement models
3. Partner-Led Managed Services Monetization
- Design and scale a model where Flentas becomes the preferred managed services provider for partner-acquired customers
- Identify and build relationships with:
- Advanced and Select partners across India, EMEA, and North America
- Define commercial constructs:
- Revenue-sharing models
- Delivery frameworks
- Service-level agreements
- Build a consistent pipeline of partner-originated managed services opportunities
Objective:
Establish a recurring revenue engine driven through partner ecosystems
4. Distributor and Regional Ecosystem Development
- Identify and engage with strategic distributors across key geographies
- Leverage distributor capabilities, including:
- Market access
- Demand generation programs
- Partner network expansion
- Align Flentas offerings with distributor-led initiatives and investment priorities
Objective:
Create scale and market access leverage through distributor ecosystem
5. Ecosystem Governance and Performance Management
- Develop and manage partner operating frameworks, including:
- Joint planning cycles
- Pipeline governance
- Performance reviews
- Build dashboards to track:
- Partner-sourced pipeline
- Revenue contribution
- Solution adoption
- Collaborate with internal teams (Sales, Delivery, Marketing) to ensure alignment and execution
Success Metrics
- Defined and measurable contribution of ecosystem to overall revenue
- Established ISV-led solution offerings with active pipeline
- Growth in partner-originated managed services revenue
- Expansion of hyperscaler and distributor-led opportunities
- Improved deal size, win rates, and sales cycle efficiency through solution-led engagement
- Build partner network in US/EU to build additional revenue streams.
Candidate Profile
Experience
- 10–12 years of overall experience
- Minimum 5–6 years in:
- Partner / alliance management
- Enterprise sales or GTM roles
- Experience working within or alongside:
- Hyperscaler ecosystems (AWS preferred)
- ISV or SaaS partner landscapes
- Cloud, digital, or managed services environments
Core Competencies
- Proven ability to build and scale partner-driven revenue models
- Strong understanding of:
- Cloud Data and AI ecosystem dynamics
- Solution selling and co-sell frameworks
- Experience in:
- Joint solution development with ISVs
- Commercial structuring and deal-making
- Ability to operate at both:
- Strategic level (planning, positioning)
- Execution level (pipeline creation and closure)
Leadership and Behavioral Attributes
- Strong ownership and accountability for business outcomes
- Ability to operate in high-growth, evolving environments
- Structured approach to problem-solving and execution
- Strong stakeholder management and influencing skills
- Comfort working across geographies and cultures
Why This Role
- Opportunity to build and lead a high-impact ecosystem function from the ground up
- Direct exposure to hyperscalers, ISVs, and global partner networks
- Ability to shape Flentas’ transition into a solution-led organization
- Clear pathway to ecosystem leadership and revenue ownership roles
About Flentas
Flentas is an AI, Data and cloud-first consulting and engineering company specializing in building, modernizing, and managing AI, Data and applications on AWS and other modern cloud platforms.
With strong delivery capabilities across Data, AI, Cloud, DevOps, and managed services, Flentas is now focused on driving the next phase of growth through solution-led offerings and ecosystem-driven scale.
Company
Flentas
Mumbai, India
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