Regional Manager - Strategic Alliances, Mumbai

Job Description:

Key Responsibilities:
1. Strategic Alliance Partner (SAP) Appointment &  Management
 Identify and onboard regional and smaller ISPs as Strategic Alliance Partners
(SAPs).
 Develop and execute a partner acquisition strategy to expand business reach.
 Negotiate commercial agreements, revenue-sharing models, and service-level
partnerships.
 Ensure that SAPs are aligned with the company’s business objectives and service
commitments.
2. Business Development & Sales Growth
 Drive wholesale bandwidth sales through SAPs to maximize regional coverage and
market penetration.
 Develop customized wholesale pricing models for different ISP partners based on
market needs.
 Ensure SAPs contribute to revenue targets and market expansion goals.
 Collaborate with sales, technical, and operations teams to deliver high-quality
services to partners.
3. Partner Relationship Management & Enablement
 Build and maintain long-term relationships with existing and new SAPs.
 Provide ongoing training, support, and business insights to maximize partner
performance.
 Conduct regular business reviews, partner meetings, and regional market
assessments.
 Work closely with network operations teams to ensure SAPs receive seamless
service delivery.

4. Market Expansion & Competitive Intelligence
 Analyse regional market trends, ISP growth patterns, and competitor strategies.
 Identify potential areas for network expansion through strategic partnerships.
 Gather insights on regional ISP business models, technology adoption, and service
needs.
 Develop go-to-market strategies for specific regional markets based on insights.
5. Operational Coordination & SLA Management
 Ensure partner compliance with service-level agreements (SLAs) and performance
benchmarks.
 Work with internal teams (legal, finance, network operations) to finalize partner
agreements.
 Monitor SAP performance and provide actionable recommendations for
improvement.

Desired Profile / Criteria / Skills :

Key Qualifications & Skills:
 15+ years of experience in ISP/telecom wholesale sales, strategic alliances, or B2B
partnerships.
 Strong expertise in partner acquisition, contract negotiations, and revenue-sharing
models.
 Proven track record in managing regional ISP relationships and driving business
expansion.
 Deep understanding of IP transit, fiber-optic networks, leased lines, and broadband
solutions.
 Excellent relationship-building, negotiation, and account management skills.
 Strong ability to work with cross-functional teams (sales, legal, finance, network
operations).
 Self-motivated with a strategic mindset and goal-oriented approach.
KPIs & Success Metrics:
 New Strategic Alliance Partners (SAPs) Appointed – Expanding the regional ISP
partner network.
 Revenue Growth through SAPs – Increasing market penetration and wholesale
sales.
 Market Share Expansion – Strengthening presence in key regional ISP markets.
 Partner Satisfaction & Retention – Ensuring long-term relationships with SAPs.
 Operational Efficiency – Enabling seamless network expansion through SAPs.