VP – Global Partnerships & Alliances

About IRIS:

IRIS RegTech Solutions Limited (formerly IRIS Business Services Limited) is India’s only listed RegTech SaaS provider, pioneering technology-driven regulatory and supervisory compliance solutions worldwide. Headquartered in Mumbai with subsidiaries across the U.S., Singapore, Malaysia, and Italy, IRIS serves over 30 regulators and 6,500 enterprises in 55 countries. The company is an active member of XBRL jurisdictions, including XBRL International, XBRL India, XBRL Europe, XBRL South Africa, and XBRL US. Recognized globally for its award-winning SupTech, RegTech, and DataTech platforms - including IRIS iFile, IRIS iDEAL®, IRIS CARBON®, and IRIS MSME - IRIS helps banking and financial sector regulators digitize supervision and enterprises and achieve seamless financial and ESG reporting.

IRIS’ products are XII certified, ISO 27001:13 and SSAE 18 (SOC 1 Type 2) certified, ensuring industry leading security and reliability. Combined with deep expertise in XBRL, AI, and ML, IRIS delivers robust, high-quality regulatory data infrastructure that enhances transparency, strengthens governance, and supports sustainable growth across the financial ecosystem.

To about IRIS visit our website: https://irisregtech.com/

About IRIS CARBON®:

IRIS CARBON® is used for the regulatory reporting requirements of over 3,000 companies and is

being used in over 27 countries including the U.S., EU, the UK, Ireland, and South Africa. IRIS

CARBON® is a SOC-certified, cloud-based, collaborative, and feature-rich SaaS platform that allows

companies to author their compliance reports (such as annual reports, quarterly reports, press

releases, etc.) apart from creating and filing these reports in XBRL/iXBRL formats as part of their

regulatory compliance process. IRIS CARBON® is offered globally via the SaaS-based model. This

product line is in a hyper-growth mode where it is being launched in newer countries and by more

regulators as they increasingly adopt the XBRL/iXBRL standard.

To about IRIS Carbon visit our website: https://iriscarbon.com/

Job Description

We are seeking a seasoned VP of Global Partner Sales & Alliances to build, scale, and monetize a global ecosystem of System Integrators (SIs), Consulting Firms, and Strategic Alliances.

This leader will own the partner GTM strategy, drive partner-sourced and partner-influenced revenue, and establish our company as a preferred enterprise platform within the SI ecosystem.

This is a builder + operator role, requiring deep experience working with Tier-1 and Tier-2 SIs, enterprise SaaS sales motions, and executive-level partner relationships.

Key Responsibilities

1. Channel & Alliance Strategy

Define and execute the global channel and SI alliance strategy aligned to enterprise revenue goals

Identify priority partners (Global SIs, Regional SIs, Boutique Consulting Firms) by industry and geography

Design partner segmentation, coverage models, and engagement frameworks

2. SI Partner Acquisition & Enablement

Recruit, onboard, and scale strategic SI partnerships (Global, Regional, and Niche)

Build partner enablement programs including training, certifications, sales plays, and solution accelerators

Ensure partners are deal-ready, value-driven, and product-competent

3. Revenue Ownership & Co-Selling

Own partner-sourced and partner-influenced pipeline and revenue targets

Drive structured co-sell motions with direct sales teams and SI partners

Influence large, complex enterprise deals through SI sponsorship and joint value propositions

4. Executive Relationship Management

Build and maintain CXO and Partner Practice Leader relationships at SIs

Act as the executive sponsor for strategic alliances

Represent the company in joint executive briefings, QBRs, and industry events

5. GTM Programs & Joint Offerings

Create joint solutions, industry offerings, and transformation programs with SIs

Align marketing, demand generation, and account-based initiatives with partners

Work closely with Product, Marketing, and Services teams to drive ecosystem success

6. Governance, Metrics & Scale

Define partner success metrics (pipeline, revenue, certifications, deal velocity)

Establish governance models, partner scorecards, and operating cadence

Scale the alliances organization, including hiring and developing regional alliance leaders

Job Requirement

Required Experience and Education:

15+ years of experience in enterprise SaaS sales, alliances, or channel leadership

Proven success in building and scaling SI-led revenue models

Experience working with Global SIs (Accenture, Deloitte, PwC, EY, Capgemini, etc.) and/or strong regional SIs

Track record of closing or influencing large enterprise deals ($1M+) through partners

CA Qualified / MBA in Finance is mandatory

Skills & Capabilities:

Deep understanding of SI economics, motivations, and partnership models

Strong executive presence with the ability to influence senior stakeholders internally and externally

Strategic thinker with strong operational execution skills

Ability to align sales, services, product, and marketing around a partner-first GTM motion

Leadership Traits:

Builder mindset with comfort operating in ambiguity

High ownership and accountability for revenue outcomes

Strong negotiator and relationship-driven leader

Data-driven, yet pragmatic in execution

Awards won by IRIS

Won recognition as India’s best Fintech at the Financial Express Best Banks Awards. – an award that was presented to our CEO by Smt Nirmala Sitharaman, Finance Minister, Govt of India.

IRIS has been selected as the ‘Best Tax Technology Service Provider 2022’ in category National Taxation Awards – at the prestigious TIOL Awards.

IRIS CARBON has won ‘The Most Agile/Responsive SaaS Solution of the Year’ award at the 2022 SaaS Awards by Awarding and Consultancy International.