Enterprise Account Executive Channel & Partnerships (Global B2B SaaS) | Pune

About the company
A US-headquartered enterprise software company whose platform automates drone operations for enterprises worldwide, with a partner network in 70+ countries. The product, engineering and business teams are based in Pune.

The role
Own enterprise deals and channel partnerships end to end. You will close new enterprise customers directly and through system integrators, resellers and hardware partners, and grow revenue from the partner network.

What you will do

• Own a revenue target across enterprise accounts and channel partners


• Run complex sales cycles: discovery, solution design, proposals, tenders, negotiation and closure


• Recruit, enable and manage channel partners and system integrators


• Work with product and engineering on integrations and customer requirements


• Forecast accurately and maintain CRM discipline


• Travel internationally for customer meetings and trade shows

Who we are looking for

• 5–8 years in enterprise B2B sales, with a track record of closing large deals


• Experience selling through channel partners, resellers or system integrators


• Experience with international customers and long sales cycles (tenders/RFPs a plus)


• Comfortable with technical, solution-led selling of software or software-plus-hardware


• Excellent communication and negotiation skills


• Nice to have: drone, robotics, IoT, industrial automation, security or energy sector exposure