Territory Channel Manager

2 days ago

Mumbai, Maharashtra, India Radware Full time

Qualifications
7–10 years of experience in sales and/or channel management roles.
Proven track record working for a vendor in networking, cloud, or cybersecurity.
Demonstrated success in recruiting and managing resellers with measurable revenue outcomes.
Experience in Cloud Security SaaS solutions (e.g., WAF, BOT, DDoS, API Security) is highly desirable.
Solid understanding of reseller business models and cloud sales motions.
Excellent communication, negotiation, and presentation skills.
Technically literate with the ability to engage in business and solution-level discussions.
Self-starter, motivated, and capable of executing with minimal supervision.
Fluent in English; local language proficiency preferred.

Position Overview
We are seeking a Territory Channel Manager to drive the expansion of our Cloud Security SaaS business within country. The role's primary objective is to recruit, enable, and grow resellers focused on delivering cloud security solutions to end customers.

This is a hands-on commercial role that blends channel management with direct sales execution — ideal for a mid-senior professional who can both build partner ecosystems and actively drive revenue.

Key Responsibilities

Partner Recruitment & Development
Identify and recruit new value-added resellers (VARs) specializing in Cloud Security SaaS.
Evaluate partner capabilities, coverage, and business alignment to ensure quality ecosystem growth.
Develop and execute joint business plans with resellers, defining clear goals, sales targets, and enablement milestones.

Sales Execution
Drive Cloud Security SaaS revenue within the territory by supporting partners in opportunity creation and closure.
Engage directly in customer-facing activities to accelerate deal progression and demonstrate product value.
Achieve assigned sales targets through both partner-led and self-driven engagements.

Enablement & Go-To-Market Support
Lead enablement sessions to strengthen reseller sales and technical readiness.
Support resellers in executing demand-generation and marketing programs.
Serve as the main business interface between resellers and internal teams (sales, marketing, and technical).

Territory Management & Reporting
Maintain accurate pipeline visibility and forecasting across assigned partners.
Track partner performance and provide structured feedback and insights to management.
Monitor market trends and competitive movements to refine channel strategy locally.

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