The Role
Lead and negotiate platform/carrier partnerships (WhatsApp, Jio, telcos) and build channel reseller/SI networks across India and GCC. Own commercials, technical access, partner enablement, and a partner-sourced revenue quota.
Summary Generated by Built In
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.
Skills Required
- 7-10 years experience in business development, ecosystem partnerships, or channel growth strategies
- Proven track record of hitting partner-sourced pipeline revenue or commercial optimization targets
- Direct experience managing platform or carrier relationships within CPaaS, enterprise messaging, or fintech
- Experience building and scaling indirect sales structures, reseller channels, or distributor networks
- Familiarity with BSP status, ISV ecosystems, carrier rate cards, and technical access constraints
- Regional knowledge and experience scaling footprints across India and the GCC (specifically UAE)
- Strong negotiation skills for complex commercial structures with large platforms and local partners
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The Company
What We Do
Paytm started the Digital Revolution in India. And we went on to become India’s leading Payments App. Today, more than 20 Million merchants & businesses are powered by Paytm to Accept Payments digitally. This is because more than 300 million Indians use Paytm to Pay at their stores. And that’s not all, Paytm App is used to Pay bills, do Recharges, Send money to friends & family, Book movies & travel tickets. With innovations to Financial services & products in pipeline, this is but one of the milestones achieved towards our mission – to bring 500 million unserved and underserved Indians to the mainstream economy.
