About the Role:
We are seeking a seasoned and visionary leader to architect and lead our global partnership strategy. This individual will be instrumental in driving our next phase of growth by forging and nurturing strategic relationships with two key pillars: Major Technology Ecosystems (AWS, Azure, Salesforce, ServiceNow, etc) and Large Global System Integrators (GSIs). This is a high-impact role for a strategic thinker and a relentless executor who can build mindshare, create powerful go-to-market (GTM) motions, and directly influence revenue through our partner channels.
The Day to Day:
- Strategy & Planning: Develop and execute a comprehensive global partnership strategy aligned with 10Pearls' business objectives and service offerings.
- Ecosystem Development: Establish and deepen relationships with key technology platforms (e.g., achieve and leverage co-sell ready status, develop IP solutions on their marketplaces, secure joint funding).
- GSI Alliance Management: Build "alliance" relationships with top-tier GSIs. Create and manage joint GTM plans, foster referral pipelines, and enable their teams to position 10Pearls as a preferred implementation partner.
- Revenue Generation: Be directly accountable for driving pipeline and revenue growth through partner-sourced and partner-influenced opportunities.
- Program Management: Structure and formalize partnership programs, including defining tiers, benefits, joint marketing activities, and performance metrics (KPIs).
- Cross-Functional Leadership: Collaborate closely with internal leadership in Sales, Marketing, Delivery, and Technology to ensure alignment and successful execution of partnership initiatives.
- Market Intelligence: Serve as the voice of the partner ecosystem within 10Pearls, providing insights on market trends, competitive landscape, and new partnership opportunities.
Qualifications & Experience:
- 10+ years of experience in a business development, strategic partnerships, or alliance management role within a technology services or consulting environment.
- Proven Track Record: Demonstrable success in building and scaling partnerships with at least two of the following: AWS, Microsoft, Salesforce, ServiceNow.
- GSI Experience: Established relationships and a history of successful collaboration with one or more major Global System Integrators (e.g., Deloitte, EY, KPMG, PwC).
- Revenue Focus: A history of exceeding quotas and directly contributing to significant revenue growth through channels and alliances.
- Strategic & Operational: Ability to think big and define strategy, but also roll up your sleeves to negotiate agreements, manage day-to-day relationships, and close deals.
- Exceptional Communicator: Outstanding presentation, negotiation, and interpersonal skills with the ability to influence both external partners and internal C-level stakeholders.
- Self-Starter: Highly motivated, entrepreneurial spirit with the ability to operate autonomously in a fast-paced environment.
Nice to Have:
- Existing strong rolodex of contacts within the target partner organizations.
- Experience working with partnership frameworks and programs (e.g., Microsoft Co-Sell, AWS MAPN, Salesforce Partner Program).
- Understanding of software development lifecycle (SDLC), Agile methodologies, and digital transformation projects.
About 10Pearls:
10Pearls is a global, purpose-driven AI-powered digital engineering partner helping businesses re-imagine, digitalize, and accelerate. As an end-to-end digital technology partner, 10Pearls helps businesses create future-proof, transformative digital products that leverage emerging technologies. 10Pearls' clients include Global 2000 enterprises, high growth mid-size businesses, and some of the most exciting start-ups from industries like healthcare, fintech, energy, education, real estate, retail, and hi-tech. Headquartered in the Washington DC metro area, 10Pearls has product engineering and software development centers in North America, Latin America, Europe, and South Asia. To learn more, visit https://10pearls.com.
We offer a competitive compensation package, including the below benefits for full-time employees:
- Strong medical, dental, and vision plans with 60% of premiums for employees and their dependents covered by 10Pearls
- Employer-funded health reimbursement account (HRA) for the high deductible health plan option
- Generous 401(k) plan with a 4% employer match and immediate vesting after 90 days of employment
- Paid time off for vacation, sick/wellness, and personal leave; separate paid parental leave program
- Employer-paid short term, long term, life, and AD&D insurance
- Additional voluntary insurance programs, including life & AD&D, critical illness, cancer, and hospital indemnity for employees and dependents
- Full access to Tysons Corner Headquarters office with amenities: a state-of-the-art gym, fully stocked kitchen with snacks and cold brew coffee on tap, and free parking on-site
10Pearls is an Equal Opportunity Employer and is committed to maintaining a diverse workplace.
