About the role
Paytm · Onsite
Role Overview
As the Head of Channel Partnerships at Pi Commerce, you will own the critical partnerships that
give our platform its infrastructure channels and its global reach. This role comprises two
halves, but carries one strategic mandate: secure and deepen the structural platform and carrier
relationships that power our messaging core, while simultaneously building out the regional
partner networks that scale our product across new geographies.
Core Responsibilities & Ownership
Platform & Carrier Partnerships: Directly manage structural relationships with Meta
(WhatsApp), Jio, and key telcos/aggregators backend infrastructure for SMS, RCS, and
Voice. Own commercials, rate cards, technical access layer negotiations, BSP/ISV statuses,
and co-marketing entitlements. Your success means securing better commercial terms,
enhanced platform access, and early roadmap visibility.
Channel GTM Partnerships: Recruit, sign, and rapidly enable high-performing resellers,
Systems Integrators (SIs), and distribution partners across the UAE and the wider GCC
region. Build the full partner lifecycle framework from scratch, including partner selection,
custom commercial matrices, enablement programs, and joint pipeline mechanics.
Partner-Sourced Revenue Pipeline: Carry a direct revenue quota. At Pi Commerce,
partnerships are treated as a primary revenue generator, not a relationship maintenance
cost center. You will be actively measured on structural channel access secured and net-
new partner-sourced annual contract value (ACV).
Ideal Candidate Profile
The ideal candidate brings a blend of structural ecosystem negotiation experience and high-
growth indirect sales execution. You are equally comfortable aligning incentives with massive
tech conglomerates and onboarding local localized channel partners.
Industry Domain Expertise: Proven track record of managing platform or carrier
relationships specifically within CPaaS, enterprise messaging, or fintech industries.
Indirect Channels & Resellers: Direct experience building indirect sales structures, scaling
reseller channels, or driving distributor networks.
Regional Knowledge: Established familiarity with scaling market footprints across India and
the GCC (specifically the UAE).
Adaptable Negotiation Contour: Comfortable negotiating highly complex enterprise
commercial structures with players like Meta or Jio one week, and shifting to ramp up a
dynamic regional reseller in the UAE the next.
Qualifications & Requirements
Experience: 7–10 years of professional experience driving business development,
ecosystem partnerships, or channel growth strategies.
Track Record: Demonstrated history of hitting numbers tied directly to partner-sourced
pipeline revenue or commercial optimizations.
Strategic Competence: Strong grasp of BSP (Business Solution Provider) status, ISV
ecosystems, carrier rate cards, and technical access constraints.
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