VP – Finance & Accounting Partner Alliance (Pan India)

About the role

The organization is seeking a senior executive to lead Finance & Accounting partner alliances across India. The VP will shape and execute alliance strategies with global technology partners, driving joint go‑to‑market initiatives and revenue growth.

Key responsibilities

• Own and manage strategic relationships with global technology partners such as hyperscalers, ISVs, OEMs, and platforms.
• Define alliance strategy, objectives, and success metrics aligned with business goals.
• Build multi‑year joint business plans, including revenue targets, solution roadmaps, and GTM initiatives.
• Drive joint GTM motions – co‑selling, joint account planning, campaigns, and industry‑specific solutions.
• Support sales teams with partner‑led opportunities, deal shaping, and executive connections.
• Track and grow partner‑sourced and partner‑influenced pipeline and revenue.
• Act as single point of contact between partners and internal functions (Sales, Industry Units, Service Lines, Marketing, Delivery, ESU).
• Coordinate enablement programs, represent partner governance forums, and conduct QBRs and executive reviews.
• Establish governance models, KPIs, and regular performance reviews with partners.
• Monitor alliance health, risks, compliance and recommend corrective actions.

Required profile

• 22+ years of experience in alliances, partnerships, business development or ecosystem roles, preferably within IT services, consulting or technology companies.
• Proven experience working with global technology partners and enterprise customers.
• Strong understanding of enterprise GTM models, co‑selling and solution‑led selling.
• Experience with Finance & Accounting vendors and exposure to BFSI, Manufacturing, Retail, Life Sciences or Telecom verticals.
• Familiarity with CRM, partner management tools and pipeline analytics.
• Experience operating in a large global SI environment.

Required skills

• CRM
• Partner management tools
• Pipeline analytics