---
title: 'Manager – Partner & Alliances at Gruve'
canonical: 'https://feeny.ai/job/manager-partner-alliances-gruve-bengaluru-8pf70jxazhg0'
type: 'job'
last_seen: '2026-10-14'
---

# Manager – Partner & Alliances at Gruve

- **Company:** Gruve
- **Location:** Bengaluru, India / Mumbai, India
- **Posted:** 2026-10-05
- **Last confirmed live:** 2026-10-14
- **Apply:** https://gruve.ai/careers/?gh_jid=5443340008

## Job description

## About Gruve

Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.

## About the Role

Gruve is seeking a highly motivated and relationship-driven Partner & Alliances Manager based in Mumbai or Bengaluru to lead and expand our strategic partnerships across the APAC region. This individual will play a key role in managing partner relationships, executing regional GTM activities, and supporting global partner program execution in close collaboration with leadership and key stakeholders.

You will serve as a regional ambassador for Gruve's partnership strategy, working closely with local OEMs, distributors, and technology alliances while aligning with internal sales, marketing, learning & development, and technical teams across time zones. This role is pivotal to Gruve's international growth and partner-driven revenue acceleration.

## Key Responsibilities

Strategic Relationship Development

- Build and manage business-level relationships with regional partners, distributors, and OEM stakeholders.
- Establish and maintain executive and business-level relationships and map OEMs with Gruve leadership.
- Represent Gruve at APAC-based partner events, conferences, and enablement sessions.
- Act as the primary point of contact for regional partner activities, escalations, and collaboration.
- Map Gruve business goals with OEM sellers, services team, and leadership, and drive the strategy.

Partner Program Mastery & Execution

- Execute local GTM plans in coordination with global partner leadership and stakeholders.
- Develop and execute a joint GTM plan to drive activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.
- Track and report regional partnership certifications, event participation, and performance KPIs in collaboration with learning & development.
- Act as the internal expert on all partner programs, incentives/rebates, deal registration, and other partnership benefits in the region.
- Leverage MDF, rebates, SPIFFs, discounts, and sales plays to maximize profitability.
- Guide leadership on how to extract maximum value from each partnership.
- Work cross-functionally to support sales and other teams on partner-related initiatives.
- Conduct due diligence on compliance and partnership status, and maintain partnership and legal records.
- Own and elevate Gruve's program membership levels to achieve the highest tier(s).

Internal Leadership & Cross-Functional Alignment

- Provide regular updates to leadership on opportunities, risks, growth, and revenue impact.
- Work closely with Presales and Sales Leadership, aligning with business goals and strategy.
- Lead QBRs to assess progress and identify growth opportunities.
- Drive the charter and roadmap using insights from market trends, customer needs, leadership direction, and partner ecosystems aligned with Gruve's strategic interests.
- Establish strong alignment between Gruve's sales teams and partner sales organizations to drive joint success.

## Basic Qualifications

- 7–10 years of experience in partnerships and alliances (preferably in tech/software)
- Must be able to travel to partner conferences and/or onsite visits throughout the region.
- Proven experience working with one or more APAC OEMs or distributors (e.g., Cisco, Red Hat, Microsoft, Palo Alto Networks, Fortinet, CrowdStrike, Zscaler, AWS, GCP, Ingram Micro. TD SYNNEX, Etevers etc.)
- Strong ability to build executive relationships and influence cross-functional teams.
- Ability to navigate complex partner ecosystems and align joint value propositions.
- Must be able to collaborate across time zones with internal teams in the U.S., EMEA, and beyond.

## Preferred Qualifications

- Background within a System Integrator (SI) or channel partner organization, with firsthand understanding of how SIs structure and manage OEM, distributor, and technology alliances.
- Excellent relationship management and communication skills.
- Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.
- Strong organizational skills with the ability to manage multiple stakeholders and timelines.
- Experience working in fast-paced, high-growth environments.‍

## Why Gruve

At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.

Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.

## About Gruve

## Company Overview
- **One-liner**: Gruve provides AI-native cybersecurity, infrastructure, and data services that help enterprises deploy and secure AI at scale.
- **Entity Type**: Private (Series A, Seed stage)
- **Headquarters**: Redwood City, California, United States
- **Founded**: 2024
- **Founders**: Tarun Raisoni (CEO, Co-Founder)

## Core Business
- **Industry**: IT Services and IT Consulting; AI Security & Infrastructure
- **Target Customers**: Large enterprises (B2B), including those in regulated industries requiring private AI deployment and advanced security operations.
- **Mission / Purpose**: Enable scalable, secure, and measurable AI execution in production by delivering an AI-native approach to enterprise services.

## Products & Services
- **PulseAI**: A private AI infrastructure platform that enables enterprises to deploy generative AI on-premises, in the cloud, or in hybrid environments – production-ready in under two weeks. (SaaS/infrastructure)
- **AI SOC**: An AI-driven Security Operations Center that combines AI detection, automated investigation, and intelligent response to improve security team efficiency and reduce risk. (Managed service/SaaS)
- **Digital Forensics & Incident Response**: Structured methodologies for preserving evidence, investigating incidents, and accelerating recovery. (Service)
- **Enterprise AI Transformation Services**: Consulting and implementation services including data science, Kubernetes SRE, forward deployment engineering, and AI solution architecture. (Professional services)

## Market Standing
- **Valuation**: Not disclosed
- **Total Funding**: USD $57.5 million (across Seed and Series A rounds)
- **Key Investors**: Mayfield Fund (lead in Series A), Xora Innovation (lead in prior round)
- **Notable Acquisitions**: SecurView (July 2024), NetServ (September 2024), Lumos (October 2024)
- **Growth Signals**: 120.3% YoY employee growth (from ~134 to 413 employees); operations across 9 countries; featured in Cybersecurity Insiders on AI agent governance.

## Competitive Advantages
- **AI-Native Architecture**: Unlike legacy stacks built for static software, Gruve designs for dynamic AI workloads (probabilistic decisions, context retrieval, autonomous actions).
- **Speed to Scale**: Claims 500MW+ of distributed edge AI inference capacity and a 30% cost advantage over alternatives.
- **Integrated Security & AI**: Combines private AI infrastructure (PulseAI) with an AI-powered SOC, covering the entire lifecycle from deployment to defense.
- **Talent & Expertise**: Team draws from top firms (Cisco, IBM, Infosys) and includes deep Kubernetes, data science, and cybersecurity specialists.

## Strategic Focus
- **Private AI Deployment**: Helping enterprises keep AI workloads on their own infrastructure to maintain data ownership, governance, and security.
- **AI Security Governance**: Developing solutions to govern AI agents as a new attack surface, as highlighted in their recent thought leadership.
- **Global Expansion**: Operating in 9 countries (US, India, South Korea, UAE, Singapore, Japan, Saudi Arabia, Germany, Canada) with plans to scale further.
- **Partner Ecosystem**: Working closely with hyperscalers (noted VP of Hyperscaler Solutions) and achieving Red Hat advanced tier partner status.

## Why Work Here
- **High Growth Environment**: Headcount more than doubled in the past year, offering rapid career progression and the chance to shape a young company.
- **Culture of Trust**: Core values include giving trust from day one, constructive feedback, and a championship mindset.  
- **Global & Remote-Friendly**: Offices in 4 countries (US, India, Singapore, UAE) and remote roles posted; a distributed team with cultural diversity.
- **Learning & Impact**: Mentorship programs, opportunities to lead innovative projects in AI and security, and the ability to work on cutting-edge infrastructure.
- **Notable Perks**: Focus on career development, knowledge sharing, and a "people-first" approach.

## Sources
1. [gruve.ai – Company homepage](https://gruve.ai/)
2. [gruve.ai – About Us](https://gruve.ai/about-us/)
3. [gruve.ai – Life at Gruve](https://gruve.ai/life-at-gruve/)
4. [linkedin.com/company/gruveai – LinkedIn Company Page](https://www.linkedin.com/company/gruveai)
5. [job-boards.greenhouse.io/gruve – Careers Page](https://job-boards.greenhouse.io/gruve)

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