Partnerships & Alliances Lead (GSIs) - India
Sarvam AI
Bengaluru, IndiaPosted 4 months ago
S
Skill Required
Sales/GTMsecuritybuildingCloudGenerative AIAIMachine LearningFulltime
Key highlights
- Experience: 7–15 years in GSI alliances or business development
- Role: Partnerships & Alliances Lead (GSIs)
- Key Focus: India-based and global GSIs (e.g., TCS, Infosys, Accenture, Deloitte)
- Backing: Lightspeed, Peak XV, and Khosla Ventures
- Target Sectors: BFSI, Public Sector, Manufacturing, Telcos
- Tech Focus: Sovereign AI, LLMs, and On-prem/VPC deployments
Role overview
As Partnerships & Alliances Lead (GSIs), you will build, scale, and own Sarvam's partnerships with India-based GSIs (TCS, Infosys, Wipro, HCL, TechM) and global GSIs operating from India (Accenture, Deloitte, EY, KPMG, PwC, Cognizant), plus aligned ecosystem players. Your mandate: turn Sarvam's sovereign AI stack into repeatable GSI offerings and co-sell motions that drive measurable revenue across India and global markets.
Responsibilities
- Create and execute joint business plans with priority GSIs — covering revenue targets, solution plays, and marketing calendars
- Build executive relationships across GSI practices (BFSI, public sector, manufacturing), CoEs, and global leadership
- Structure partnership constructs that align interests across build, implementation, and resale models — including GTM funds, MDF, pricing, and delivery governance tuned to the Indian market
- Originate and accelerate partner-sourced and partner-influenced deals
- Orchestrate co-marketing through case studies, joint PR, webinars, and thought leadership on Sarvam's global narratives
- Drive lighthouse wins in BFSI, public sector, manufacturing, and telcos via structured playbooks
- Build and manage a rigorous pipeline with forecasting, QBRs, and joint win/loss reviews
- Co-create industry offerings and IP with GSI CoEs using Sarvam's stack — including Contact Centre Modernisation, Workflow Automation, and Large Enterprise AI Transformation
- Launch certification and badge programmes for GSI Delivery Engineers, Solutions Architects, and Sales teams, designed for India scale
- Feed partner insights into product roadmaps — covering on-prem deployment, MeitY/RBI-grade security, Indian language support, and cost controls
Requirements
- 7–15 years in GSI alliances, partnerships, or business development at an enterprise tech, AI, or cloud company
- Deep familiarity with India GSI operating models — global delivery, ODCs, pyramid staffing, CoEs — and complex deal orchestration with hyperscalers
- Proven revenue impact via indirect channels
- Strong command of Indian enterprise procurement and public-sector compliance
- Strong commercial instincts: deal structuring, financial modelling, partner P&L
- Working knowledge of cloud architectures, enterprise integration patterns, and AI/ML (LLMs, agentic frameworks, on-prem/VPC deployments)
- Understanding of BFSI and public-sector requirements: data residency, auditability, RBI/MeitY-aligned controls
Nice to have
- Prior experience selling to Indian PSU banks or telecom, or working with DPI organisations
- Background in workflow automation, contact-centre modernisation, or multilingual CX
- Established network across hyperscalers and GSIs
Benefits
- Work alongside researchers, engineers, builders, and business leaders who move fast and hold each other to a very high bar
- High ownership and high impact, from day one
- Everything we do is AI-first, from the way we build and ship to the way we think about problems
- You can work on problems that could change how an entire country learns, works, and communicates
Additional details
- Sarvam is building the bedrock of Sovereign AI for India. The company is developing India's full-stack sovereign AI platform, building across research, models, infrastructure and applications with a singular focus on making AI genuinely work for India. Sarvam works with leading enterprises and public institutions and is backed by Lightspeed, Peak XV, and Khosla Ventures. Sarvam partners with India's leading brands, including Tata Capital, SBI Life, CRED, IDFC, and LIC.
- Sarvam is a fast-moving, high talent-density team building full-stack AI for India, working on problems that push the frontiers of AI with real population-scale impact.
- If you want to work on problems at the frontier of AI in India, Sarvam is the place to be.