VP – Global Partner Sales & Alliances (SAL05868)

Sales

Mumbai, Bengaluru

About Us

Zycus, recognized by leading analyst firms in procurement technology, empowers teams to unlock deep value through its comprehensive Source-to-Pay (S2P) solutions. At the heart of our S2P solution is the Merlin Agentic Platform, which orchestrates intelligent AI agents to deliver simplified, efficient, and compliant processes.

The Merlin Intake Agent offers business users unparalleled ease of use, increasing adoption rates and significantly reducing non-compliant spending. For procurement teams, the Merlin Autonomous Negotiation Agent handles tail spend autonomously, securing additional savings; the Merlin Contract Agent helps draft compliant contracts and reduces risks by actively monitoring them; and the Merlin AP Agent further enhances efficiency by automating invoice processing with exceptional speed and accuracy.We Are An Equal Opportunity Employer:

Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements.

Job Description

We are seeking a seasoned VP of Global Partner Sales & Alliances to build, scale, and monetize a global ecosystem of System Integrators (SIs), Consulting Firms, and Strategic Alliances.

This leader will own the partner GTM strategy, drive partner-sourced and partner-influenced revenue, and establish our company as a preferred enterprise platform within the SI ecosystem.

This is a builder + operator role, requiring deep experience working with Tier-1 and Tier-2 SIs, enterprise SaaS sales motions, and executive-level partner relationships.

Key Responsibilities

1. Channel & Alliance Strategy

Define and execute the global channel and SI alliance strategy aligned to enterprise revenue goals
Identify priority partners (Global SIs, Regional SIs, Boutique Consulting Firms) by industry and geography
Design partner segmentation, coverage models, and engagement frameworks

2. SI Partner Acquisition & Enablement

Recruit, onboard, and scale strategic SI partnerships (Global, Regional, and Niche)
Build partner enablement programs including training, certifications, sales plays, and solution accelerators
Ensure partners are deal-ready, value-driven, and product-competent

3. Revenue Ownership & Co-Selling

Own partner-sourced and partner-influenced pipeline and revenue targets
Drive structured co-sell motions with direct sales teams and SI partners
Influence large, complex enterprise deals through SI sponsorship and joint value propositions

4. Executive Relationship Management

Build and maintain CXO and Partner Practice Leader relationships at SIs
Act as the executive sponsor for strategic alliances
Represent the company in joint executive briefings, QBRs, and industry events

5. GTM Programs & Joint Offerings

Create joint solutions, industry offerings, and transformation programs with SIs
Align marketing, demand generation, and account-based initiatives with partners
Work closely with Product, Marketing, and Services teams to drive ecosystem success

6. Governance, Metrics & Scale

Define partner success metrics (pipeline, revenue, certifications, deal velocity)
Establish governance models, partner scorecards, and operating cadence
Scale the alliances organization, including hiring and developing regional alliance leaders

Job Requirement

Required Experience:

15+ years of experience in enterprise SaaS sales, alliances, or channel leadership
Proven success in building and scaling SI-led revenue models
Experience working with Global SIs (Accenture, Deloitte, PwC, EY, Capgemini, etc.) and/or strong regional SIs
Track record of closing or influencing large enterprise deals ($1M+) through partners

Skills & Capabilities:

Deep understanding of SI economics, motivations, and partnership models
Strong executive presence with the ability to influence senior stakeholders internally and externally
Strategic thinker with strong operational execution skills
Ability to align sales, services, product, and marketing around a partner-first GTM motion

Leadership Traits:

Builder mindset with comfort operating in ambiguity
High ownership and accountability for revenue outcomes
Strong negotiator and relationship-driven leader
Data-driven, yet pragmatic in execution

Why Join Us

Enterprise-grade product competing with global leaders
Strong opportunity to shape and own the partner-led growth strategy
High visibility role with direct impact on revenue and market expansion