Alliance Manager

3 months ago

Rockville, United States Infosys Public Services Full time

Infosys Public Services is seeking an Alliance Manager for our Rockville, MD location.

Position Description (scope of work or brief narrative):

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 include:

  • 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 also entails sitting as well as working at a computer for extended periods. Should be able to communicate by telephone, email, or face-to-face.


EEO/About Us :

About Us

Infosys Public Services is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.


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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