Head - Strategic Alliances - Supply Chain Tech/Digital Logistics

About the Organization: The hiring organization is a rapidly scaling, technology-driven digital logistics and supply chain management enterprise. We are on a mission to bring unprecedented transparency, agility, and efficiency to global and domestic supply chains through state-of-the-art digital infrastructure. By integrating advanced data analytics, artificial intelligence, and IoT capabilities, we provide end-to-end supply chain visibility, digital freight management, and automated control tower solutions. Our platform acts as the central nervous system for enterprise logistics, enabling large conglomerates to optimize their freight procurement, warehouse operations, and last-mile delivery networks. Operating in a highly fragmented market, we differentiate ourselves through deep technological moats, rigorous operational excellence, and an unwavering commitment to solving the most complex logistical bottlenecks for our enterprise clients. Our culture champions bold innovation, extreme execution velocity, and data-backed decision-making. Role Overview: The Head of Strategic Alliances is a highly visible, revenue-generating executive role tasked with building and monetizing the company's most critical corporate partnerships across the supply chain ecosystem. Reporting directly to the Chief Business Officer or CEO, you will architect the overarching partnership strategy to drive exponential top-line growth, expand our geographic and operational footprint, and enhance platform stickiness. This involves identifying, pitching, negotiating, and operationalizing complex partnerships with global 3PL/4PL providers, major fleet aggregators, warehouse network operators, e-commerce platforms, and leading enterprise software providers (such as SAP, Oracle, and specialized WMS/TMS integrators). You are not just a deal-maker; you are a strategic visionary who can conceptualize how distinct physical logistics networks and digital tech ecosystems can merge to create unprecedented value. You will lead a dedicated team of alliance managers and work in lockstep with Product, Operations, Legal, and Sales leadership to ensure these partnerships transition smoothly from signed contracts to highly active, revenue-generating streams. Key Responsibilities: - Establish the overarching enterprise partnership roadmap. Identify high-leverage market verticals and prioritize target partners - ranging from heavy commercial vehicle OEMs and maritime freight operators to digital ERP vendors - that align with our strategic expansion objectives and capability gaps. - Steer the full commercial deal cycle from exploratory C-suite pitches through term-sheet drafting, multi-tier revenue-share modeling, and complex contract finalization. Negotiate intricate legal, intellectual property, and service level agreements (SLAs) with internal and external legal counsels. - Collaborate closely with Product Marketing and Enterprise Sales pods to execute joint GTM rollouts. Create co-marketing initiatives, develop partner incentive schemes, and run sales enablement workshops that generate highly qualified enterprise pipelines and mutual customer acquisition. - Work alongside Product Managers and Technical Solutions Engineers to ensure that API connections, data-sharing frameworks, and digital control tower integrations are engineered seamlessly. Ensure that our digital logistics platform communicates flawlessly with our partners' legacy WMS (Warehouse Management Systems) and TMS (Transportation Management Systems). - Take commercial ownership of total freight volume, network capacity, and net revenue originated via partner integrations. Run quarterly business reviews (QBRs) with senior executive partners to identify operational friction, optimize capacity utilization, and drive joint pipeline expansion. - Build, train, and mentor a high-performing team of Strategic Alliance Managers and Partner Success Specialists. Instill a culture of aggressive business development coupled with meticulous relationship governance and operational accountability. Candidate Profile: - 10 to 15 years of progressive commercial experience in supply chain technology, digital logistics, B2B enterprise SaaS, or freight forwarding ecosystems. Must have at least 5 to 7 years directly leading high-value ecosystem partnerships, strategic alliances, or indirect channel sales. - A full-time MBA from a top-tier B-School (IIMs, ISB, SPJIMR, NITIE/IIM Mumbai, FMS) is heavily preferred, ideally supported by an undergraduate degree in Engineering or Supply Chain Management. - Deep understanding of modern supply chain architectures, logistics tech stacks, freight procurement cycles, and the specific pain points associated with both physical and digital logistics operations. - Exceptional executive presence and pitch capabilities, with a proven track record of negotiating with C-suite stakeholders at Fortune 500 manufacturing firms, major FMCG companies, and multinational tech conglomerates. - Deep familiarity with master service agreements (MSAs), digital data protection standards, and the regulatory compliance nuances within the global and domestic transportation and logistics sectors. - A demonstrated ability to manage internal alignment across Sales, Operations, Legal, and Product Engineering to ensure that signed partnerships translate directly into executable logistics operations. Benefits & Growth: This role offers the opportunity to structurally transform how supply chains operate on a macro level. The position comes with a top-of-market executive compensation package, including aggressive revenue-linked incentive pools, substantial wealth-creating ESOP grants, executive health wellness programs, and high-visibility exposure across the global logistics and digital tech landscapes.