Director – Partnerships

This is a fully remote position, open to applicants in India.

📋 Description

• Lead the planning and implementation of Sprinto’s strategic alliances and channel partnership initiatives, emphasizing the creation of new revenue streams and taking charge of designing, optimizing, and expanding partner programs.

• Identify, recruit, and onboard new partners, including but not limited to MSPs, MSSPs, GSIs, and Consulting Partners, with a strong focus on driving substantial revenue growth.

• Develop and nurture robust relationships with partner C-suite executives and decision-makers, fostering collaboration and shared success.

• Craft and execute joint sales and go-to-market (GTM) strategies with partners to enhance Sprinto’s market presence.

• Oversee contract negotiations, growth plans, and deal structuring with partners, ensuring that terms are advantageous for all parties involved.

• Assume responsibility for partnership-driven revenue targets, managing the entire partner lifecycle from prospecting to revenue generation.

• Assess partner performance through regular business reviews, suggesting enhancements to maximize mutual value.

• Collaborate closely with sales, product marketing, and solutions teams to guarantee that partner programs are supported with appropriate tools and resources.

• Serve as a mentor to internal teams and partners, providing coaching and enablement to drive impactful results.

• Capable of building the partnership team from the ground up, actively forecasting resource needs and collaborating with the Talent Acquisition team to recruit top talent.

• Monitor and report on partnership success utilizing CRM and other sales intelligence systems.

⛳️ Requirements

• A minimum of 8 years of experience in strategic alliances, channel partnerships, or related fields, demonstrating a successful track record in revenue generation and partnership achievements.

• Extensive knowledge of the SaaS/ISV landscape, particularly in cybersecurity, GRC, and evolving market dynamics.

• Proven capability to establish and maintain executive-level relationships and foster collaborative success.

• Strong negotiation skills with the ability to create and finalize partnership contracts, including growth plans and deal structures.

• Experience in managing partnership revenue quotas and driving consistent growth through strategic alliances.

• Proficient in analyzing performance data, identifying opportunities, and implementing growth strategies.

• Familiarity with APIs and the skill to pinpoint potential integration opportunities.

• Skilled in cross-departmental collaboration, ensuring alignment among sales, marketing, and product teams.

🏝️ Benefits

• Work wherever you are: We’re 100% remote, allowing you to choose if you want to work from home, a café, the hills, or the beach.

• Co-working, on the house: If co-working is your preference, we provide a generous annual allowance of up to INR 14,000 for social working.

• We care about your learning: We are committed to your growth and allocate USD 1000 annually to support you in enhancing your skills.

• We count your spark, not your leaves: We value you not just as an employee but as a person. So if you need a break, utilize our Unlimited leave policy.

• Your Safety Net, Woven in: We take care of the what-ifs. With health insurance coverage of up to INR 10 lakh for you and your family, accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary, our benefits provide comprehensive protection, allowing you to focus on thriving.

• Workspace setup of your dreams: Work from anywhere, and if that’s at home, we’ll contribute INR 35,000 to help you create a space that enhances your workflow.