Head of Channel Sales

About UsAt Pcloudy, we’re redefining how digital-first enterprises deliver flawless customer experiences. Our AI-powered Digital Experience Testing Platform enables organizations to test across web, mobile, desktop, and APIs — ensuring consistent performance and reliability at scale.We empower Engineering and QA teams with deep insights into functionality, usability, and front-end performance through continuous testing and real-device coverage.With over 300,000+ registered users worldwide, including 30+ Fortune 500 enterprises, Pcloudy is trusted by leading global brands. Integrated seamlessly into modern DevOps toolchains, we’re proud to be consistently recognized in Gartner reports and rated highly on Gartner Peer Insights and G2 Crowd year after year.About the RolePcloudy is looking for a Senior Channel /Partner Leader to build, scale, and manage our global partner network across technology partners, system integrators, consulting firms, and reseller channels. This role is critical to expanding Pcloudy’s reach in enterprise markets, accelerating revenue growth, and strengthening our ecosystem footprint particularly in BFSI, Telecom, Retail, and Digital-Native segments.The ideal candidate is a strategic thinker with strong execution capability, deep experience in SaaS alliances, and a passion for building win–win partner models.Key ResponsibilitiesA. Partner Strategy & Ecosystem Development1. Define and execute the global partner ecosystem strategy for Pcloudy.2. Identify, onboard, and establish partnerships with System Integrators (SIs), Consulting Partners, ISVs, and Channel Resellers.3. Build multi-year go-to-market (GTM) frameworks, partner tiers, incentives, and monetization models.B. Revenue Growth Through Partners1. Drive revenue contribution through partners across pipeline generation, co-selling, co-marketing, and deal acceleration.2. Build joint business plans with key partners aligned to goals.3. Ensure partners are enabled on Pcloudy’s offerings including Device Cloud, Browser Cloud, Test Automation, App Performance Testing, and Agentic AI Suite.C. Alliance Relationship Management1. Act as the primary relationship owner for large partners (global + regional).2. Influence executive leadership within partner organizations to increase collaboration and mindshare.3. Run quarterly business reviews (QBRs), track KPIs, and strengthen ongoing engagement.D. Partner Enablement & Certification Programs1. Build and scale partner education programs including certification, product training, sales playbooks, demo kits, and POC support models.2. Ensure partners can independently sell, deploy, and support PCloudy solutions.E. Co-Marketing & Field Engagement1. Collaborate with Marketing to execute joint webinars, events, solution briefs, and customer stories.2. Represent Pcloudy at industry conferences, SI partner days, and QE/DevOps forums.3. Position Pcloudy’s Agentic AI capabilities as a differentiated edge for partners.Required Skills & Experience1. 10–15 years of professional experience in Partner/Channel/SI ecosystem roles.2. Strong experience in SaaS, Cloud, DevOps, Testing/QA, or Enterprise Technology.3. Proven track record of building and scaling partner revenue channels ($5M–$20M+ preferable).4. Deep understanding of enterprise sales cycles and partner-led opportunity models.5. Ability to engage and influence stakeholders up to VP/CXO levels.6. Experience with joint GTM planning, partner P&L, and multi-region ecosystem management.7. Excellent communication, negotiation, and relationship-building skills.Why Join Pcloudy?1. Be part of one of the fastest-growing AI-led Test Execution Platforms.2. Lead and shape the global partner ecosystem from the ground up.3. Work with world-class teams building the future of Autonomous Testing & Agentic AI.4. Opportunity to create high-impact alliances with marquee enterprise partners.