About the Role
This is a founding role responsible for building the Delivery Partnerships function from the ground up, designing the program, shaping partner engagement, and establishing scalable processes within the professional services ecosystem to drive predictable business growth.
Responsibilities
- Create long-term partnership strategies that enhance customer results and drive revenue influenced or sourced by partners, while maintaining independence and managing conflicts of interest based on partner category.
- Enforce disciplined alliance operations and lead executive business reviews with senior leaders to ensure accountability toward mutual revenue goals.
- Hold partners accountable for delivering on agreed outcomes, ensuring audit and assurance partners operate under non-contingent, independence-protected models.
- Coordinate cross-functional collaboration with internal sales, customer experience, and product teams to grow the partner-driven sales pipeline and ensure consistent customer delivery.
- Cultivate and sustain high-level relationships with Practice Leaders, Managing Directors, and senior professionals across the delivery partner network.
- Design and oversee joint go-to-market efforts, enablement initiatives, and co-marketing strategies with partners, including defined milestones, progress monitoring, and executive backing.
- Align internal teams and delivery partners commercially and operationally to resolve issues, speed up deal cycles, and grow new customer acquisition and revenue.
- Discover and develop new joint solutions and use cases with key partners to broaden market reach across compliance areas and customer segments.
- Develop and manage a geographically and sector-mapped portfolio of delivery partners covering major compliance domains and customer types.
- Maintain high quality standards, professional certifications, and program performance, while proactively expanding partner capacity ahead of demand to avoid growth bottlenecks.
- Define and implement governance policies for partners covering independence, conflict of interest, referral transparency, evidence integrity, customer choice, and quality escalation.
Benefits
- Fully remote work environment
- Unlimited paid time off
- Comprehensive health insurance with coverage up to INR 10 lakh for employee and family
- Accident insurance coverage of INR 10 lakh
- Life insurance equal to three times annual salary
- Annual allowance for co-working space usage
- USD 1,000 yearly budget for professional development
- INR 35,000 one-time allowance for home office setup
Work Arrangement
Remote (Worldwide)
Life as a Sprinter
- Success here comes from solving problems, not sticking to job descriptions.
- Team members go beyond their defined roles, tackle complex challenges, and focus on meaningful impact.
- When improvements are possible, we act without waiting for approval.
- Remote work emphasizes trust over proximity.
- We document decisions, communicate transparently, and move fast because alignment matters more than physical presence.
- We value progress over perfection, welcome feedback, and uphold integrity even when unobserved.
- We move quickly, but never in isolation.
The mission of this role
- Achieving security, risk, and privacy certifications is a collaborative effort.
- Professional services firms—like VAPT providers, auditors, vCISOs, and legal advisors—are essential to customer success.
- The company is investing in elevating these partners as core participants in the customer journey and building a structured channel for sustainable revenue growth.
- This is a ground-up opportunity to build the Delivery Partnerships function from scratch.
- You will shape the program, curate the partner network, and define large-scale engagement with the services ecosystem.
Where you'll Leave Your Mark / Things You'll Build
- Create long-term partnership strategies that enhance customer results and drive revenue influenced or sourced by partners, while maintaining independence and managing conflicts of interest based on partner category.
- Enforce disciplined alliance operations and lead executive business reviews with senior leaders to ensure accountability toward mutual revenue goals.
- Hold partners accountable for delivering on agreed outcomes, ensuring audit and assurance partners operate under non-contingent, independence-protected models.
- Coordinate cross-functional collaboration with internal sales, customer experience, and product teams to grow the partner-driven sales pipeline and ensure consistent customer delivery.
- Cultivate and sustain high-level relationships with Practice Leaders, Managing Directors, and senior professionals across the delivery partner network.
- Design and oversee joint go-to-market efforts, enablement initiatives, and co-marketing strategies with partners, including defined milestones, progress monitoring, and executive backing.
- Align internal teams and delivery partners commercially and operationally to resolve issues, speed up deal cycles, and grow new customer acquisition and revenue.
- Discover and develop new joint solutions and use cases with key partners to broaden market reach across compliance areas and customer segments.
- Develop and manage a geographically and sector-mapped portfolio of delivery partners covering major compliance domains and customer types.
- Maintain high quality standards, professional certifications, and program performance, while proactively expanding partner capacity ahead of demand to avoid growth bottlenecks.
- Define and implement governance policies for partners covering independence, conflict of interest, referral transparency, evidence integrity, customer choice, and quality escalation.
Additional Requirements
- Existing connections within professional services, including audit firms, security advisors, VAPT providers, vCISOs, and compliance-focused law firms.
- History of meeting or exceeding sales quotas in partnership, alliance, or commercial roles.
- Strong strategic and financial planning abilities to achieve commercial objectives.
- Ability to lead joint sales efforts and coordinate co-selling across distributed internal teams.
- Background in managing partner alliances within SaaS or cloud environments, with proven experience growing long-term partner relationships.
- Experience crafting compelling joint go-to-market propositions and executing multi-year partner business plans.
- Demonstrated success working across sales, product, and customer success teams to deliver shared outcomes amid competing priorities.
- Excellent communication skills, capable of clearly conveying complex ideas to both executive and operational audiences internally and externally.
The kind of builder we're looking For
- 8–12 years in partnerships, alliances, or commercial roles, with significant experience in GRC, compliance, security, or audit-related fields.
- Proven ability to build credibility and manage executive relationships at professional services firms independently.
- Track record of launching partner programs or alliance functions, not just maintaining existing ones.
- Multi-year success driving partner-influenced and partner-sourced pipelines in SaaS, with measurable commercial impact.
- Executive presence and ability to influence senior stakeholders across complex, multi-party environments.
- Experience using AI-powered tools and workflows to enhance partnership management, decision-making, or operational efficiency.
- Self-starter mindset—comfortable building structure in undefined environments and driven by outcomes over process.
- Experience developing and managing tiered partner ecosystems across segments, including identifying, qualifying, and onboarding new partners as the business scales.
You will enjoy Sprinto if
- You step in before being asked.
- You embrace diverse responsibilities without keeping score.
- You leave egos behind and succeed as a unified team.
- You choose the harder right over the easier wrong.
- You ship quickly, learn continuously, and iterate often.
- You stay curious and avoid rigid role boundaries.
How we care for our Sprinters
- Work from anywhere: fully remote setup allows flexibility in work location.
- Co-working support: annual allowance provided for those who prefer shared workspaces.
- Investment in growth: USD 1,000 yearly learning budget to support skill development.
- Flexible time off: unlimited leave policy to encourage rest and renewal.
- Comprehensive safety coverage: health insurance up to INR 10 lakh for employee and family, accident protection of INR 10 lakh, and life insurance worth 3x annual salary.
- Home office support: INR 35,000 allowance to create an effective workspace.
Inclusion & Diversity
- Equal opportunity employer: no discrimination based on race, color, religion, gender, sexual orientation, age, disability, or other protected status.
- You are valued for who you are; we encourage bringing your full self to work.
- Our culture thrives on diverse perspectives, ideas, and problem-solving approaches to drive innovation.
- We are committed to inclusivity and accessibility throughout the hiring process.
- We welcome requests for reasonable accommodations at any stage of the application or interview.
Other
- 100% remote work
- Unlimited leave
- Health insurance with coverage up to INR 10 lakh for employee and family
- Accident protection of INR 10 lakh
- Life insurance worth 3x annual salary
- Annual co-working allowance
- USD 1,000 annual learning budget
- INR 35,000 workspace setup allowance
Benefits
- 100% remote work
- Unlimited leave
- Health insurance with coverage up to INR 10 lakh for employee and family
- Accident protection of INR 10 lakh
- Life insurance worth 3x annual salary
- Annual co-working allowance
- USD 1,000 annual learning budget
- INR 35,000 workspace setup allowance
