Channel Business Development Manager ISV

3 days ago

Mumbai, Maharashtra, India Cisco Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Job Summary:

We are seeking a dynamic and strategic Channel Business Development Manager to drive collaboration with Independent Software Vendors (ISVs) and ecosystem partners, focusing on delivering AI-powered solutions to end customers. This role is responsible for identifying, developing, and managing strategic partnerships, accelerating the adoption of AI use cases, and enabling scalable, industry-specific solutions through our channel ecosystem.

Key Responsibilities:

Partner Ecosystem Development:

Build and nurture relationships with ISVs, system integrators, technology partners, and other ecosystem players to co-develop, promote, and deliver AI-based solutions.

AI Use Case Enablement:

Collaborate closely with partners to understand customer challenges, define relevant AI use cases, and co-create solution frameworks that solve business problems in targeted industries.

Go-to-Market Strategy:

Define and execute go-to-market plans in collaboration with partners, focusing on jointly positioning AI solutions to address end-customer needs effectively.

Sales Enablement & Support:

Provide technical and business support to channel partners, including sales training, solution demonstrations, proposal assistance, and joint customer engagement activities.

Opportunity Identification:

Identify market opportunities and high-impact use cases where AI solutions can drive customer value, working closely with sales, product, and marketing teams.

Partnership Performance Management:

Track and report on partner performance metrics, business outcomes, pipeline growth, and customer success cases to continually optimize channel strategy.

Market Insights & Feedback Loop:

Collect market intelligence and customer feedback to influence solution development, to better address industry demands.

Required Qualifications:

Bachelors degree in Business, Computer Science, Engineering, or a related field. MBA preferred.

Strong experience in channel management, business development, or partnership management, with a strong focus on technology solutions.

Understanding of the AI landscape, with prior experience managing ISV and ecosystem partnerships will be an added advantage.

Strong commercial acumen and ability to manage complex partner relationships.

Excellent communication, negotiation, and stakeholder management skills.

Ability to work cross-functionally with product, sales, marketing, and engineering teams.

Preferred Skills:

Prior experience in a technology vendor, AI platform provider, or system integrator.

Knowledge of cloud platforms (e.g., AWS, Azure, Google Cloud).

Familiarity with solution development lifecycle in a partner ecosystem context.

Key Performance Indicators (KPIs):

Nurture & Sustain key ISV partnerships developed

Funnel / Pipeline of joint AI solution opportunities

Partner-driven revenue contribution

Customer case studies delivered

Compensation & Benefits:

Competitive base salary + commission/bonus structure.

Career growth opportunities in a fast-growing ISV.

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