Channel Sales Manager - Cybersecurity Domain (8-10 yrs)

Key Responsibilities

- Develop and execute a comprehensive channel sales strategy for Western India, aligned with overall company revenue goals.

- Identify, recruit, and onboard new partners, including cybersecurity resellers and System Integrators (SIs), to expand our regional partner ecosystem.

- Nurture and grow relationships with existing partners, providing them with the necessary support, training, and resources to effectively sell our solutions.

- Drive revenue growth through indirect sales channels, consistently meeting or exceeding assigned sales targets.

- Collaborate closely with partners on joint sales activities, including demand generation, lead qualification, solution positioning, and deal closure.

- Provide partners with deep insights into our cybersecurity portfolio, particularly Identity &

Access Management (IAM), and articulate its value proposition to their customer base.

- Guide partners in navigating regulatory and compliance-driven sales cycles, especially concerning regulations like RBI, IRDAI, and SEBI.

- Conduct regular business reviews with partners to assess performance, identify areas for improvement, and strategize for future growth.

- Maintain accurate sales forecasts and pipeline reports, providing regular updates to leadership.

Required Skills & Experience:

- 8-10 years of progressive experience in channel sales or partner management roles, preferably within the cybersecurity or enterprise software space.

- Proven success in building and scaling regional partner ecosystems, with a strong existing network among cybersecurity resellers and System Integrators (SIs) in Western India.

- Deep understanding of cybersecurity concepts, particularly Identity & Access Management (IAM), including knowledge of regulatory and compliance-driven sales (e.g., RBI, IRDAI, SEBI).

Strong commercial acumen with a demonstrated track record of meeting or exceeding revenue targets through indirect sales channels.

- Excellent interpersonal, presentation, and negotiation skills with the proven ability to influence and build rapport with stakeholders across all levels.

- Self-driven, strategic thinker with the ability to manage complexity, prioritize tasks, and drive outcomes with minimal supervision.

- Exceptional written and verbal communication skills.

- Ability to travel within the region as required to meet partners and support sales activities.