Alliance Manager
Infosys Limited, Rockville, MD, United States
Position
Alliance Manager
Infosys Public Services seeks an Alliance Manager to join our team. The Alliance Ecosystem is key to Infosys Public Services' growth. The Alliance Manager will have a strategic role in establishing and nurturing partnerships that are aligned to drive growth plans. Responsibilities include preparing joint plans, negotiating teaming agreements, identifying target opportunities, defining and leading joint GTM initiatives, and orchestrating quarterly business reviews to track value and support overall revenue growth for IPS.
Areas of Responsibility
Relationship Management—Develop relationships with management and sales teams from alliance partners. Facilitate relationship development between Infosys and alliance partner stakeholders to position the company as the go-to alliance partner for new opportunities.
Contracting—Facilitate the negotiation of Non-Disclosure Agreements (NDAs) and teaming agreements with alliance partners so that the sales team can collaborate with the alliance partner sales teams to secure new business from existing and new clients. In addition, develop business cases that justify new teaming agreements for leadership approval.
Growth Planning—Contribute to developing joint alliance plans with alliance partners and Infosys and Infosys Public Services business leaders, ensuring completion of assigned tasks and attainment of goals. Ensure the alliance partner contributes to achieving the goals in the plan.
Market Development—Work with alliance partners to get industry-wide references to build the Infosys Public Services brand as a trusted transformation partner. Participate in alliance events and conferences to support revenue growth and increase event ROI.
Joint Solution and Investment Management—Work with alliance partners and internal teams to identify and develop joint solutions, including building the narrative and taking them to market in collaboration with sales, marketing, and alliance teams. Track and manage investments to strengthen relationships, build a pipeline with alliance partners, and influence opportunities.
Prospecting—Work with the alliance partner's team to promote joint solutions and offerings to the partner's sales teams and customers, creating a pipeline of joint opportunities.
Opportunity Identification and Proposal Support—Conduct regular pipeline calls with alliance partners to identify new opportunities based on specific solutions and initiatives. Collaborate with the alliance partner to offer technical expertise and product pricing for the client proposal and assist the sales team.
Account Planning—Participate in the Account Planning process for key clients/prospects within the company to ensure that joint solutions and offerings with alliance partners are included in the account plan.
People management—Instruct unit leadership and the sales team on collaborating with alliance partners to enable joint selling with alliance partner sales teams.
Organizational initiatives—Participate in the Alliance Community of Practice or company initiatives to ensure the alliance program is well positioned within Infosys Public Services and with alliance partners.
Key Performance Measures
Number of leads from joint alliance GTM initiatives
Number of joint thought‑leadership assets (PoVs, Case Studies, Blogs) with Alliance partners
Percentage of improvement in certifications/capabilities for key partners
Growth in alliance revenue contribution to overall business revenue
Timely information and alliance support for key opportunities with minimum escalations
100% compliance with necessary contracting documents for key alliance partners
Required Qualification
7+ years of experience in managing alliances for an IT service or a SaaS organization
A proven track record in developing and scaling alliance ecosystem
Experience in managing programs across cross‑functional teams and stakeholders
Ability to operate in a start‑up mode with a focus on generating outcomes while navigating big company processes
Preferred Qualification
Experience working in the public sector or a company working with public sector organizations is a plus.
Educational Requirements
A bachelor’s degree or foreign equivalent is required from an accredited institution. Will also consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master’s degree program are strongly preferred.
The job entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face‑to‑face. Travel may be required as per the job requirements.
Benefits
Medical/Dental/Vision/Life Insurance
Long‑term/Short‑term Disability
Health and Dependent Care Reimbursement Accounts
Insurance (Accident, Critical Illness, Hospital Indemnity, Legal)
401(k) plan and contributions dependent on salary level
Paid holidays plus Paid Time Off
EEO Infosys provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.
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Infosys Public Services seeks an Alliance Manager to join our team. The Alliance Ecosystem is key to Infosys Public Services' growth. The Alliance Manager will have a strategic role in establishing and nurturing partnerships that are aligned to drive growth plans. Responsibilities include preparing joint plans, negotiating teaming agreements, identifying target opportunities, defining and leading joint GTM initiatives, and orchestrating quarterly business reviews to track value and support overall revenue growth for IPS.
Areas of Responsibility
Relationship Management—Develop relationships with management and sales teams from alliance partners. Facilitate relationship development between Infosys and alliance partner stakeholders to position the company as the go-to alliance partner for new opportunities.
Contracting—Facilitate the negotiation of Non-Disclosure Agreements (NDAs) and teaming agreements with alliance partners so that the sales team can collaborate with the alliance partner sales teams to secure new business from existing and new clients. In addition, develop business cases that justify new teaming agreements for leadership approval.
Growth Planning—Contribute to developing joint alliance plans with alliance partners and Infosys and Infosys Public Services business leaders, ensuring completion of assigned tasks and attainment of goals. Ensure the alliance partner contributes to achieving the goals in the plan.
Market Development—Work with alliance partners to get industry-wide references to build the Infosys Public Services brand as a trusted transformation partner. Participate in alliance events and conferences to support revenue growth and increase event ROI.
Joint Solution and Investment Management—Work with alliance partners and internal teams to identify and develop joint solutions, including building the narrative and taking them to market in collaboration with sales, marketing, and alliance teams. Track and manage investments to strengthen relationships, build a pipeline with alliance partners, and influence opportunities.
Prospecting—Work with the alliance partner's team to promote joint solutions and offerings to the partner's sales teams and customers, creating a pipeline of joint opportunities.
Opportunity Identification and Proposal Support—Conduct regular pipeline calls with alliance partners to identify new opportunities based on specific solutions and initiatives. Collaborate with the alliance partner to offer technical expertise and product pricing for the client proposal and assist the sales team.
Account Planning—Participate in the Account Planning process for key clients/prospects within the company to ensure that joint solutions and offerings with alliance partners are included in the account plan.
People management—Instruct unit leadership and the sales team on collaborating with alliance partners to enable joint selling with alliance partner sales teams.
Organizational initiatives—Participate in the Alliance Community of Practice or company initiatives to ensure the alliance program is well positioned within Infosys Public Services and with alliance partners.
Key Performance Measures
Number of leads from joint alliance GTM initiatives
Number of joint thought‑leadership assets (PoVs, Case Studies, Blogs) with Alliance partners
Percentage of improvement in certifications/capabilities for key partners
Growth in alliance revenue contribution to overall business revenue
Timely information and alliance support for key opportunities with minimum escalations
100% compliance with necessary contracting documents for key alliance partners
Required Qualification
7+ years of experience in managing alliances for an IT service or a SaaS organization
A proven track record in developing and scaling alliance ecosystem
Experience in managing programs across cross‑functional teams and stakeholders
Ability to operate in a start‑up mode with a focus on generating outcomes while navigating big company processes
Preferred Qualification
Experience working in the public sector or a company working with public sector organizations is a plus.
Educational Requirements
A bachelor’s degree or foreign equivalent is required from an accredited institution. Will also consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master’s degree program are strongly preferred.
The job entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face‑to‑face. Travel may be required as per the job requirements.
Benefits
Medical/Dental/Vision/Life Insurance
Long‑term/Short‑term Disability
Health and Dependent Care Reimbursement Accounts
Insurance (Accident, Critical Illness, Hospital Indemnity, Legal)
401(k) plan and contributions dependent on salary level
Paid holidays plus Paid Time Off
EEO Infosys provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.
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