Role Overview

We are looking for a driven partnerships professional to own and grow Exotel’s relationships with Global System Integrators (GSIs) and large System Integrators (SIs). This role will focus on creating joint go-to-market (GTM) programs, enabling connector-led opportunities, and building a sustainable funnel for the sales organisation.

You will sit in the Marketing team, working hand-in-hand with Sales clusters to ensure that partnerships translate into a measurable pipeline.

Key Responsibilities

1. Partner Relationship Management

• Build and manage strategic relationships with GSIs and large SIs (Accenture, Deloitte, TCS, Tech Mahindra, etc.).
• Understand partner practice structures to navigate effectively across sales, technical, and industry teams.
• Act as the single point of contact within Exotel for these partner types.
  
  

2. Joint GTM & Connector Strategy

• Identify, package, and promote joint solution offerings and connectors that are relevant to mutual customers.
• Co-create marketing assets, sales kits, and enablement material with partners.
• Drive awareness of Exotel capabilities within partner organisations.
  
  

3. Pipeline Creation & Sales Collaboration

• Develop partner-influenced funnel and work with Sales clusters to convert into deals.
• Maintain close alignment with sales leaders to ensure partner-sourced opportunities are prioritised.
• Track and report on the influenced pipeline and influenced revenue quarterly.
  
  

4. Cross-Functional Execution

• Collaborate with Product Marketing to align positioning with partner value propositions.
• Coordinate with regional sales teams for joint customer engagements where partners have local influence.
• Ensure smooth handoffs between marketing, sales, and product teams for connector-led deals.
  
  

5. Market & Partner Intelligence

• Track competitive activity and partner initiatives in the market.
• Provide insights on industry trends and GSI/SI practice priorities.