Manager – Partner & Alliances

Bengaluru, Karnataka · Mumbai, Maharashtra · Bangalore · Mumbai · 7-10 years experience · Hybrid · Posted Oct 5, 2026

At a glance

Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.

Gruve is seeking a highly motivated and relationship-driven Partner & Alliances Manager based in Mumbai or Bengaluru to lead and expand our strategic partnerships across the APAC region.
This individual will play a key role in managing partner relationships, executing regional GTM activities, and supporting global partner program execution in close collaboration with leadership and key stakeholders.
You will serve as a regional ambassador for Gruve's partnership strategy, working closely with local OEMs, distributors, and technology alliances while aligning with internal sales, marketing, learning & development, and technical teams across time zones.

Build and manage business-level relationships with regional partners, distributors, and OEM stakeholders.
Establish and maintain executive and business-level relationships and map OEMs with Gruve leadership.
Represent Gruve at APAC-based partner events, conferences, and enablement sessions.
Act as the primary point of contact for regional partner activities, escalations, and collaboration.
Map Gruve business goals with OEM sellers, services team, and leadership, and drive the strategy.
Execute local GTM plans in coordination with global partner leadership and stakeholders.
Develop and execute a joint GTM plan to drive activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.
Track and report regional partnership certifications, event participation, and performance KPIs in collaboration with learning & development.
Act as the internal expert on all partner programs, incentives/rebates, deal registration, and other partnership benefits in the region.
Leverage MDF, rebates, SPIFFs, discounts, and sales plays to maximize profitability.

7–10 years of experience in partnerships and alliances (preferably in tech/software)
Must be able to travel to partner conferences and/or onsite visits throughout the region.
Proven experience working with one or more APAC OEMs or distributors (e.g., Cisco, Red Hat, Microsoft, Palo Alto Networks, Fortinet, CrowdStrike, Zscaler, AWS, GCP, Ingram Micro. TD SYNNEX, Etevers etc.)
Strong ability to build executive relationships and influence cross-functional teams.
Ability to navigate complex partner ecosystems and align joint value propositions.
Must be able to collaborate across time zones with internal teams in the U.S., EMEA, and beyond.

Background within a System Integrator (SI) or channel partner organization, with firsthand understanding of how SIs structure and manage OEM, distributor, and technology alliances.
Excellent relationship management and communication skills.
Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.
Strong organizational skills with the ability to manage multiple stakeholders and timelines.
Experience working in fast-paced, high-growth environments.

Based in Mumbai or Bengaluru
Must be able to travel to partner conferences and/or onsite visits throughout the region
Collaborate across time zones with internal teams in the U.S., EMEA, and beyond