Channel Sales Representative

Job Description

About Times Internet

At Times Internet, we create premium digital products that simplify and enhance the lives of millions. As India's largest digital products company, we have a significant presence across a wide range of categories, including News, Sports, Fintech, and Enterprise solutions. Our portfolio features market-leading and iconic brands such as TOI, ET, NBT, Cricbuzz, Times Prime, Times Card, Indiatimes, Whatshot, Abound, Willow TV, Techgig, and Times Mobile among many more. Each of these products is crafted to enrich your experiences and bring you closer to your interests and aspirations. As an equal opportunity employer, Times Internet strongly promotes inclusivity and diversity. We are proud to have achieved overall gender pay parity in 2018, verified by an independent audit conducted by Aon Hewitt. We are driven by the excitement of new possibilities and are committed to bringing innovative products, ideas, and technologies to help people make the most of every day. Join us and take us to the next level

About SPOG.AI

SPOG.AI is building the next generation of enterprise GRC (Governance, Risk, and Compliance) solutions powered by AI. Our mission is to simplify, unify, and accelerate GRC processes for modern organizations. Backed by industry-leading technology and a world-class team, we help enterprises take control of compliance, risk, and security in real-time.

Role Overview

At SPOG, we believe partnerships are force multipliers. We're looking for a Channel Sales Associate who can activate, enable, and energize our partner ecosystem. This role is critical in scaling our go-to-market through channel partners, creating predictable revenue streams via joint sales motions, and ensuring SPOG becomes a name synonymous with value in the cybersecurity and IT transformation space. The ideal candidate is part strategist, part field commander—someone who can map market opportunities, build trusted partner relationships, and turn alliance potential into pipeline reality.

Work Responsibilities

Partner Strategy & Revenue Growth -

● Drive revenue growth by identifying, recruiting, and managing strategic channel partners (VARs, MSPs, GSIs, ISVs).

● Experience in channel or partner sales, preferably in B2B SaaS and cybersecurity.

● Co-develop partner business plans and pipeline targets, focusing on new logo acquisition and upsell opportunities.

● Build scalable programs and playbooks to enable repeatable partner success. Partner Enablement & Activation

● Create onboarding, training, and certification programs to enable partner sales and technical teams.

● Design and lead enablement cadences (QBRs, workshops, knowledge transfers) to drive deeper engagement.

● Ensure partners are equipped to position SPOG's value proposition in competitive opportunities. Co-Selling & Pipeline Development

● Collaborate with SPOG Sales to drive joint account planning, opportunity sourcing, and deal progression.

● Embed SPOG into partner-led deals by aligning sales cycles, messaging, and value delivery.

● Track and forecast partner-influenced and sourced pipeline in Salesforce with precision. Relationship Management

● Be the SPOG face to our partners—build deep relationships at both executive and field levels.

● Serve as the voice of the partner internally, advocating for needs, friction points, and opportunities.

● Drive partner loyalty and preference through consistent engagement, performance coaching, and shared success stories. Market Intelligence & Program Feedback

● Stay informed on market shifts, competitive moves, and evolving partner needs across India and APAC

● Capture partner feedback and collaborate with product, marketing, and CS teams to iterate on offerings.

● Monitor partner KPIs, sales impact, and ROI from programs and investments. Internal Collaboration & Execution -

● Work cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to support end-to-end partner lifecycle.

● Lead commercial and legal negotiations with partners, ensuring mutual value.

● Contribute to channel operations by supporting forecasting, reporting, and strategic planning efforts.

Skills, Experience & Expertise

● Demonstrated success in building and scaling channel ecosystems from scratch in emerging or growth markets.

● Strong knowledge of partner types (VARs, MSPs, GSIs) and their sales motions.

● Familiarity with CRM tools and email marketing/campaign platforms.

● Excellent communication, presentation, and negotiation skills.

● Deep understanding of Indian enterprise buyer behavior and partner-led sales cycles.

● Self-starter with a builder's mindset, comfortable with ambiguity and startup-level pace.

● Tech-savvy and data-driven, with the ability to extract insights and optimize partner GTM strategies.

● Willingness to travel (up to 10 days/month) for partner meetings, enablement sessions, and events