Cloud ISV partnership Lead

Define and execute the ISV partnership strategy aligned to Airtel Cloud’s product roadmap, target industries (BFSI, Government, Enterprise, SMB), and growth priorities Identify, evaluate, and onboard strategic ISVs across key solution areas such as security, databases, analytics, AI/ML, DevOps, observability, industry platforms, and sovereign-compliant SaaS offerings Own the end-to-end ISV lifecycle including partner sourcing, due diligence, commercial structuring, onboarding, certification, and ongoing relationship management Drive co-creation of cloud services and bundled solutions by working closely with Cloud Product, Engineering, and Solution Architecture teams Establish technical and commercial integration models including marketplace listings, reference architectures, joint SLAs, and support frameworks Enable go-to-market success through joint value propositions, sales playbooks, pricing constructs, and sales enablement for Airtel Cloud sales and PSS teams Partner with Sales and PSS teams to support large deals, solutioning, and customer pitches involving ISV-led solutions Track and govern partner performance through defined KPIs including pipeline contribution, revenue, solution adoption, customer success, and partner satisfaction Lead commercial negotiations covering revenue share models, licensing constructs, bundling, and long-term strategic agreements Ensure ISV offerings meet Airtel Cloud standards for security, compliance, data sovereignty, performance, and regulatory requirements Represent Airtel Cloud externally in ecosystem forums, partner events, and industry engagements to build Airtel’s credibility as a strong cloud ecosystem orchestrator