Who are we?
Kapture CX is an AI-native customer experience platform helping enterprises turn their messiest service operations into seamless, intelligent experiences. We build cutting-edge AI (agentic automation, voice AI, real-time intelligence) for industries where complexity is the default: banking, financial services, retail, ecommerce and beyond.
Headquartered in Bangalore with a growing presence in the US and Dubai, we serve 1,000+ enterprise clients across 18+ countries. We’ve raised $20M to date, we’re profitable, and we’re growing 100% year on year, a combination that’s rare at the intersection of AI and SaaS.
Today we’re a 400+ strong team, and we’re looking for people who want to build AI that actually ships, scales and solves real problems.
What is this role all about?
As the Associate Director – Strategic Partnerships, you will be responsible for building and scaling Kapture CX's strategic partner ecosystem. Your primary responsibility will be to identify, engage, acquire and onboard new strategic partners who can create meaningful business opportunities and accelerate Kapture's enterprise growth.You will work closely with Sales, Marketing, Product, Customer Success and Leadership to build strategic alliances, develop joint go-to-market motions and convert partnerships into measurable pipeline and revenue.The ideal candidate enjoys opening new doors, building relationships from scratch, negotiating strategic partnerships and creating revenue through partner ecosystems.
What will you do?
- Identify and prospect new strategic partners across consulting firms, system integrators, technology companies, cloud providers, BPMs and enterprise ecosystems.
- Own the end-to-end partner acquisition lifecycle – prospecting, outreach, relationship building, qualification, negotiation, onboarding and activation.
- Develop and execute joint GTM strategies with partners to generate qualified enterprise pipeline.
- Identify opportunities where Kapture's AI, CX and SaaS solutions can complement the partner's offerings and customer base.
- Drive partner-led opportunities from initial engagement to commercial closure, working closely with the Sales and Leadership teams.
- Negotiate commercial structures, partnership models, revenue-sharing arrangements and strategic agreements.
- Build partner enablement programs to ensure partners understand Kapture's products, value proposition and use cases.
- Represent Kapture CX in partner meetings, CXO forums, industry events and ecosystem initiatives.
- Continuously identify new markets, partner categories and ecosystem opportunities that can expand Kapture's enterprise footprint.
- Maintain a strong pipeline of prospective partners and provide visibility into partner acquisition, activation, pipeline and revenue metrics.
What does success look like?
Success in this role means building a high-impact partner ecosystem that consistently contributes to Kapture's growth.
You will be successful when you are able to:
- Build a strong pipeline of new strategic partners.
- Acquire and onboard high-value partners from the enterprise technology ecosystem.
- Generate qualified pipeline and revenue through partnerships.
- Establish repeatable partner-led GTM motions.
- Build strong relationships with senior stakeholders and CXOs.
- Expand Kapture's presence across strategic enterprise accounts and markets.
- Turn partnerships into measurable and sustainable business outcomes.
What would make you a good fit?
- 5-7 years of experience in Strategic Partnerships, Alliances, Channel Sales, Enterprise Sales or GTM
- Strong track record of acquiring and activating new partners.
- Experience in Enterprise SaaS, AI, Cloud, CRM, CX, Consulting, IT Services or Enterprise Technology.
- Experience working with System Integrators, Consulting firms, Technology Partners, BPMs or Enterprise Ecosystems.
- Strong commercial negotiation, communication and relationship-building skills.
- Comfortable operating in a high-growth, entrepreneurial environment with high ownership.
You will have an advantage if you:
- Have an existing network across SIs, consulting firms, technology companies or enterprise ecosystems.
- Have built a partner ecosystem or channel business from the ground up.
- Have experience generating revenue/pipeline through strategic partnerships.
- Have worked with high-growth SaaS, AI or enterprise technology companies.
- Have experience creating and executing joint GTM / co-selling motions.
- Have represented your organization at CXO forums, industr
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