Director Partner Sales

Job Description About WSO2 Founded in 2005, WSO2 is the largest independent software vendor providing open source API management, integration, and identity and access management (IAM) to thousands of enterprises in over 90 countries. WSO2's products and platformsincluding our next-gen internal developer platform, Choreoempower organizations to leverage the full potential of artificial intelligence and APIs for securely delivering the next generation of AI-enabled digital services and applications. Our open-source, AI-driven, API-first approach frees developers and architects from vendor lock-in and enables rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has more than 800 employees worldwide with offices in Australia, Brazil, Germany, India, Singapore, Spain, Sri Lanka, the UAE, the UK, and the US, with over USD100M in annual recurring revenue. Visit https://wso2.com to learn more. About the Role WSO2 is seeking a dynamic and results-oriented Channel Account Director to lead and expand our partner ecosystem across India. This senior role will focus on driving joint business growth with Regional System Integrators (RSIs), Global System Integrators (GSIs), and Cloud Partners, enabling them to deliver WSO2's next-generation and AI-native digital platforms to enterprise customers. The ideal candidate brings a strong track record in alliance leadership, channel sales, and ecosystem development within enterprise software particularly across API management, integration, customer identity and access management (CIAM), and internal developer platforms (IDPs). You will own the partner strategy for India, working closely with senior stakeholders across WSO2, to accelerate partner-led growth, drive co-sell motions, and strengthen WSO2's footprint within the cloud and integration ecosystem. Key Responsibilities: Strategic Partner Leadership: - Define and execute the India partner growth strategy across RSIs, GSIs, and Cloud Providers (AWS, Azure, GCP). - Establish executive-level relationships with key partner organizations, influencing joint business planning and strategic alignment. - Identify and onboard new partners aligned with WSO2's market and technology priorities. Business Development and Co-Sell Execution: - Drive partner-sourced and influenced pipeline growth, with a focus on high-value enterprise opportunities. - Collaborate on joint go-to-market initiatives, co-branded campaigns, and solution accelerators to expand customer reach. - Work with WSO2's regional sales teams to enable and execute co-sell engagements with strategic partners. Governance and Performance Management: - Monitor and analyse partner performance metrics pipeline generation, revenue contribution, and certification progress. - Conduct quarterly business reviews (QBRs) with strategic partners to align on targets and joint plans. - Maintain accurate visibility in CRM and partner management systems. Enablement: - Lead structured enablement programs to deepen partners technical and sales competencies across WSO2's portfolio. - Ensure partners are equipped with the right training, certifications, and tools to position and implement WSO2 solutions successfully. Collaboration with Internal Teams: - Work closely with WSO2's sales, marketing, and technical teams to align partner activities with corporate goals. - Serve as a liaison between partners and internal stakeholders to address challenges and resolve issues promptly. Customer-Facing Activities: - Support partners during customer engagements, including presentations, demos, and solution design discussions. - Ensure a seamless customer experience by addressing any concerns or escalations that arise. Qualifications, Skills, and Relevant Experience: - BA or equivalent academic qualifications in Finance, Business Management, Economics, Marketing, or a related field. - 15+ years of experience in alliances and channel management within the technology sector. - Proven track record of success in managing channel ecosystems for enterprise software or middleware solutions. - Familiarity with open source technologies and middleware platforms (e.g., API management, integration, and identity and access management). - Ability to explain complex technical concepts to non-technical audiences. Diversity Drives Innovation We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.