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This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Sales Manager based in India.
We are seeking a high-performing Channel Sales Manager to lead and grow a strategic partner ecosystem within a fast-paced, SaaS-driven environment. In this role, you will be responsible for driving revenue growth through channel partners, developing territory strategies, and executing structured go-to-market initiatives. You will act as a trusted advisor to partners, helping them align with business objectives and maximize sales performance. This position requires strong commercial acumen, relationship-building expertise, and the ability to manage complex partner networks. You will collaborate closely with internal teams including sales, marketing, and product to strengthen enablement and accelerate partner success. This is a highly strategic and hands-on role offering the opportunity to own revenue outcomes and expand market presence in a dynamic cybersecurity and identity ecosystem.
Accountabilities:
- Develop and execute a comprehensive channel strategy to grow revenue and expand market presence across the assigned territory.
- Build, manage, and strengthen strategic relationships with channel partners, including executive-level stakeholders.
- Drive partner-led revenue growth through structured go-to-market (GTM) motions, joint business planning, and performance reviews.
- Manage pipeline activities including forecasting, deal registration, co-selling initiatives, and revenue tracking.
- Lead partner enablement efforts by coordinating training, sales tools, and marketing support in collaboration with internal teams.
- Align closely with sales leadership to ensure channel strategies support broader organizational revenue goals.
- Analyze partner performance, KPIs, and market trends to identify growth opportunities and improvement areas.
- Gather partner and customer insights to support product, marketing, and strategy teams.
- Prepare regular business reviews and performance updates for senior leadership.
- Act as the primary escalation point for key partners, ensuring strong communication and relationship continuity.
Requirements
- 6–8 years of experience in channel sales, partner management, or business development, preferably within cybersecurity, IAM, or SaaS environments.
- Proven track record of owning and delivering against territory revenue quotas.
- Strong experience building and managing partner ecosystems and driving revenue through indirect sales channels.
- Deep understanding of channel sales dynamics, particularly within the India market.
- Demonstrated ability to engage and influence executive-level stakeholders and external business leaders.
- Strong analytical skills with experience in data-driven territory planning, forecasting, and performance analysis.
- Experience managing and motivating both internal sales teams and external partners or resellers.
- Proficiency with CRM and partner management tools such as Salesforce (SFDC) and Impartner.
- Familiarity with revenue intelligence tools and workflow platforms such as Gong and Google Workspace is an advantage.
- Strong communication, presentation, and negotiation skills.
- Ability to work in a fast-paced, high-growth SaaS environment with multiple priorities.
Benefits
- Remote-first work model within India.
- Competitive compensation aligned with experience and market standards.
- Opportunity to own and grow a high-impact revenue territory.
- Exposure to global SaaS, cybersecurity, and identity management markets.
- Strong career growth opportunities within a fast-scaling organization.
- Collaborative and innovative culture with high autonomy and ownership.
- Access to modern sales, analytics, and AI-powered tools to support performance.
- Opportunity to work closely with senior leadership and cross-functional teams.
- Inclusive and diverse work environment focused on professional development.
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