Channel Sales Manager

About the Opportunity: HR Interface Executive Search has been mandated to hire for our client, a leader in enterprise mobility and management solutions, revolutionizing business operations for nearly a decade. The client specializes in enhancing digital workplaces and streamlining enterprise operations through innovative solutions. They are a key player in providing advanced unified endpoint management (UEM) and cybersecurity offerings, helping organizations manage work devices and protect data. Headquartered in San Francisco, the company also has a strong presence in Bengaluru, Chennai, and Kochi, India with teams now growing across Mumbai / Pune / Delhi & Hyderabad additionally in India. It is also building an impressive growth story in the UAE.

Their enterprise business was established to simplify how businesses manage their operations and security. Operating in over 100 countries, this division empowers organizations across diverse sectors. By fostering a seamless ecosystem of connected tools, it is at the forefront of transforming the enterprise software and cybersecurity landscape. The division's solutions are designed to meet the evolving needs of businesses, ensuring they remain agile and competitive in a fast-changing market. They are currently seeking a seasoned professional for the role of Channel Partnerships Manager

Company: A rapidly scaling unified endpoint management (UEM) and cycbersecurity services management company, Headquartered in San Francisco.

(Pls note the official designation) Designation: Channel Sales Manager

CTC on Offer: INR 50 - 55 lacs per annum based on relevant experience, interview performance, etc.

Experience: 12 to 15 years of experience in developing, managing, and expanding relationships with channel partners (such as resellers, distributors, or integrators) who sell the client company’s products and services. While this is not a direct sales role - the Channel Sales/Partnerships Manager will work indirectly towards revenue assurance by enabling and supporting partners to sell the products. This includes creating go-to-market strategies, providing training, co-marketing, and ensuring that partners have the resources and support needed to succeed. We are looking for robust & relevant channel partnerships mgmt experience in any of these industries: Enterprise Software, B2B Software, SaaS Companies, IT Services and Consulting Firms, Cloud Services and Data Management - all specialising in Cybersecurity / Infosec specifically.

Company strength: 300+ employees globally

Work location: Bengaluru

Work Days: 5 day work week.

Role summary: HR Interface Executive Search is recruiting a Channel Sales Manager for our client. The successful candidate will be instrumental in driving new business growth. This role requires a strategic thinker with a proven track record in IT/Cyber security sales, capable of developing and implementing sales plans to achieve ambitious targets.

Key Responsibilities:

• Achieve comprehensive KPIs, encompassing both activity-based and revenue-focused metrics, by successfully acquiring new distributors and partners.
• Drive pipeline growth and secure revenue wins within your designated region.
• Develop and execute channel sales strategies that align with the company's business objectives and meet or exceed assigned sales targets.
• Build product and domain expertise by understanding product functionalities, market positioning, go to market philosophies & business rationale, competitive landscape, product-market fit, etc.
• Build and maintain strong relationships with key channel partners, prospects, and customers across various geographies.
• Own and meet assigned sales targets by working closely with partner sales teams.
• Collaborate with various internal functions like presales, customer success, marketing, and support to ensure seamless support for partners and customers.
• Work closely with marketing teams to develop and execute co-marketing programs and campaigns that support lead generation and revenue growth.
• Understand local markets thoroughly including factors influencing buyer’s decisions like the economy, technology, and so on.
• Assist partners on issues / problem solving with conversions, objection handling, providing necessary resources to achieve closure.
• Arrange online training sessions and ensure the partner is up to speed with what’s new in the product. Handle incoming support tickets from partners, manage escalations from partners/customers’ requirements.
• Be willing to work on different shifts according to specific partner locations/time zones if & as needed.
• Demonstrate high project management skills, scope management, resource planning, task tracking, and budget management.

Qualifications:

• A minimum of 10 years of experience in channel sales, with a proven track record of consistently achieving sales targets.
• Bachelor’s degree in business, marketing, or a related field.
• Excellent verbal, written communication and presentation skills to effectively communicate with channel partners and customers.
• Proficient in using CRM/PRM software and other sales-related tools to manage sales activities and pipelines.
• Ability to build and maintain strong relationships with channel partners and customers to drive revenue growth.
• Strong problem-solving and negotiation skills to identify and overcome obstacles in the sales process.
• Effective time management skills and the ability to meet deadlines to prioritize tasks and manage workload effectively.
• Preferred experience in channel sales, partner management, or business development in the technology industry.

Pls note, we are NOT considering candidates currently working with the below mentioned companies (if these are ex-employers, that is okay & you can apply.)

1. JamF
2. ManageEngine
3. SOTI
4. Ivanti
5. Scalefusion
6. 42Gears
7. Kandji

To apply, please apply here if the job is live - if it is closed - send us your updated CV mentioning the below details on our email below (so we can process your candidature; applications without these details will not be accepted):

Email to: careers@hr-interface.com

Email Subject: Ref: : Channel Sales Manager (Cybersecurity Enterprise Software/Tech) for UEM company, Bengaluru location

In the email body, please mention:

• Name:
• Mobile:
• Email:
• profile link:

• Current company:
• Designation:
• Annual Fixed CTC (in USD):
• Annual Variable CTC (in USD):
• Total Annual CTC (in USD):
• Expected Total Annual CTC (in USD):
• Notice period (e.g., 30 days):
• How soon can you join if selected:
• Reason you're looking for a change:

• Total years of work experience:
• Total Years of experience specifically in Channel Sales roles:
• Total Years of experience specifically in Channel Sales roles for Cybersecurity product companies:
• Are there any areas in the JD above that you do not have experience in:

• Are you comfortable working in Bengaluru?:
• Please attach your CV

We thank you for sending us your profile & details for this role. If your profile gets shortlisted for roles with us, we look forward to a conversation with you to learn about more of what makes you awesome

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