VP – Partner Sales & Development

EXL is a leading company in Data, Analytics & AI, looking for a strategic growth leader to drive partner sales and development. The VP will architect a partner strategy to enhance revenue through partnerships, focusing on data modernization, advanced analytics, and digital operations.

Responsibilities:

• Define and execute EXL’s partner strategy across hyperscalers and data platforms
• Position EXL as a strategic Data & AI transformation partner within hyperscaler ecosystems
• Drive alignment with partner industry priorities, funding programs, and co-sell motions
• Lead co-build initiatives to develop differentiated solutions across: Data engineering, Advanced analytics & decisioning, AI / GenAI-led transformation
• Create industry-specific, use-case-led offerings (e.g., risk, operations, CX, finance) leveraging EXL IP + partner platforms
• Accelerate solution industrialization and marketplace readiness
• Own partner-sourced, partner-influenced, and hyperscaler marketplace revenue targets
• Embed co-sell into EXL’s core GTM, including joint account planning and pipeline governance
• Drive large, platform-led transformation deals anchored in data and AI
• Activate partners to drive new logo acquisition and expansion into priority industries and geographies
• Orchestrate joint GTM campaigns, digital demand programs, and CXO connects
• Leverage partner ecosystems to access new buying centers (CDO, CAO, CIO, AI leaders)
• Design EXL’s Data & AI partner framework (segmentation, tiering, incentives, joint KPIs)
• Establish data-driven governance tracking pipeline, influence, certifications, and ROI
• Build deep partner-aligned capabilities (certifications, solution specializations, joint assets)
• Embed partner strategy into Industry Units, Sales, Solutions, and Marketing cadences
• Drive a partner-first, platform-led selling mindset across EXL
• Influence investment decisions toward high-impact ecosystem opportunities
• Architect and scale ecosystem-led growth, positioning partnerships as a core revenue engine
• Drive partner-sourced, influenced, and marketplace revenue with strong commercial ownership
• Deep expertise in hyperscaler and data platform ecosystems, including co-sell and funding models
• Strong Data, Analytics & AI fluency, translating complex solutions into CXO-level business outcomes
• Lead co-innovation and solution development, building differentiated, industry-led offerings
• Influence across a matrixed organization, embedding partner-led GTM into core sales motions
• Build and lead high-performing alliances teams with strong execution rigor and accountability
• Operate with data-driven governance and transformation mindset, driving scalable, measurable impact
• Strong executive presence with the ability to engage and influence
• Skilled at representing the organization in strategic forums, partner councils, and executive reviews

Requirements:

• 15–20+ years of progressive leadership across enterprise sales, strategic alliances, and ecosystem development within Data, Analytics, AI, or Digital Transformation businesses
• Proven success in building and scaling hyperscaler-led partnerships with measurable impact on co-sell revenue, pipeline, and market expansion
• Demonstrated ability to commercialize data & AI capabilities—translating complex solutions (data platforms, analytics, AI/GenAI) into large, multi-year transformation deals
• Experience in data platform ecosystems and driving joint solution development and marketplace monetization
• Strong exposure to industry-led selling models, with ability to align partner strategy to domain-specific value propositions