Job Description
Job Description
Senior Manager – Strategic Partnerships, Enterprise
Location: Noida, India
Experience: Minimum 10+ years
Function: Strategic Partnerships / Enterprise Sales / Business Development
Industry: Enterprise Technology / OTT / IPTV / PMS / SaaS
About Dish TV
DishTV is one of the pioneers of DTH Services in India, operating for more than 20 years in India. DishTV believes in delivering premium entertainment through cutting-edge technology and innovative features through it's various services and platforms –DTH, OTT platform –Vzy and SmartTV as retail offering –Vzy TV.
Vzy is building Enterprise Technology Platform, an integrated digital entertainment and connectivity platform combining Google/Android TV, Linear TV, OTT and Wi-Fi. As part of its enterprise expansion for hotels, serviced apartments, co-living , residential and other Enterprise businesses that will bring together Smart TV, OTT, Linear TV, Wi-Fi, Guest Experience, Hotel Services, PMS integrations, Casting and centralized Hotel CMS into a single solution for Enterprise customers.
We are looking for a Senior Manager – Strategic Partnerships, Enterprise to build and lead VZY's strategic alliance ecosystem and drive large-scale enterprise partnerships across the Indian Enterprise industry.
About the Role
The Senior Manager – Strategic Partnerships will be responsible for building strategic, group-level and channel partnerships that can accelerate the adoption and distribution of VZY's Enterprise Solution across India.
The individual will work directly with CXOs, founders, business heads and technology leaders of hotel groups, Enterprise chains, hotel management companies, aggregators, property networks and channel partners.
The role will be responsible for identifying, negotiating and closing partnerships with organizations such as:
- Hotel chains, Hotel management groups, Enterprise aggregators
- Serviced apartments, Co-living / managed accommodation companies
- System integrators, PMS providers, IPTV / Enterprise technology companies
- Wi-Fi / networking companies, Enterprise consultants, Regional sales/channel partners
A key objective will be to secure group-level partnerships, where a single strategic agreement can potentially enable VZY deployment across properties/rooms.
Key Responsibilities
- Build VZY's Enterprise Partnership Strategy- Develop and execute VZY's strategic partnership strategy for the Enterprise segment. Develop a structured partnership funnel end to end on boarding and account management.
- Strategic Alliance Development-Identify opportunities where VZY can become a strategic technology or entertainment partner. Potential alliance models include: Hotel Group, Enterprise Platform Alliances, and Channel, technology partners.
- The candidate will define Partner proposition, Commercial model, Joint marketing plans, own negotiations and contract closures
- Ideal candidate will work closely with cross functional teams like Legal, Finance, Product, Tech, Ops and Enterprise sales team to close strategic agreements.
- Create Partnership Business Cases-Develop compelling propositions for different Enterprise stakeholders.
- Should have an understanding of Enterprise Technology Ecosystem-The candidate does not need to be a developer, but must be technically credible enough to understand solution architecture and communicate with technology teams.
Ideal Candidate Profile
Experience
- 10+ years of experience in Strategic Partnerships, Enterprise Sales, Business Development or Alliances.
- Significant partnerships experience working with Enterprise / hotel groups / Enterprise technology.
- Proven experience selling technology solutions to CXO-level stakeholders.
- Experience building strategic and channel partnerships with strong relationship capital.
- Demonstrated ability to close large enterprise/group-level deals.
- Experience managing long enterprise sales cycles involving multiple stakeholders.
Preferred Industry Experience
Candidates from companies / ecosystems such as
- Enterprise, Hospitality PMS, SaaS Sales.
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