Original listing text, shown exactly as published by the company.
About the role
We are seeking a high-performing Partner Sales Manager to own and scale a $1M territory. You will build, develop, and manage strategic partner relationships to drive mutual revenue growth. This role requires an entrepreneurial strategist who can execute partner development plans, access partner executive leadership, and orchestrate complex Go-To-Market (GTM) motions.
What you’ll be doing
Channel Management
- Territory Strategy: Build and execute a comprehensive growth strategy for a specified territory.
- Partner Development: Design, implement, and track rigorous partner development plans.
- Executive Access: Connect directly with partner business leadership to align business goals.
- GTM Execution: Deliver revenue through structured GTM motions, performance analysis, and regular business reviews.
- Pipeline Management: Manage co-selling activities, deal registration, and pipeline forecasting.
- Collaborate with sales management to ensure team activities are aligned with channel sales goals and broader corporate objective
Partner Enablement & Relationships
- Cultivate strong, trusted relationships with key channel partners, acting as a primary point of escalation and support.
- Liaise with internal teams (product, marketing, customer support) to help deliver effective partner enablement programs and sales tools.
- Consult with partners to help them develop sales strategies and marketing plans that drive product adoption and revenue.
- Collaborate with the marketing team to coordinate co-branded marketing materials, campaigns, and events.
Analysis & Reporting
- Monitor partner sales performance, pipeline, and activities to track progress against KPIs and business objectives.
- Gather and synthesize insights from partners and customers to provide actionable feedback to product and marketing teams.
- Prepare regular updates for management regarding channel sales performance, challenges, and potential opportunities.
We’re looking for
- Proven experience managing partner sales and alliances within a cyber security IAM environment.
- Revenue Ownership: Demonstrated track record of managing and hitting a territory quota.
- Relationship Building: Expert-level ability to influence external executive and business leadership teams.
- Analytical Skills: Strong capability to run data-driven territory reviews and performance analyses.
- 6-8 years of experience in channel sales, business development, or partner management, with at least 1 year in a role developing territory and building new relationships.
- Proven track record of driving sales growth through channel partners.
- Experience managing and motivating sales teams, as well as external partners and resellers.
- Strong understanding of channel sales dynamics and partner ecosystems in India market
Technical Proficiency
- CRM & PRM: Advanced operational knowledge of Salesforce (SFDC) and Impartner.
- Productivity & AI: Proficient in Google Workspace (GWS) and Gemini for workflows and insights.
- Revenue Intelligence: Experience using Gong to analyze partner calls and optimize sales execution.
Preferred Qualifications
- Experience in the India Market Channel Sales sector.
- Knowledge of the Active Directory or other JumpCloud products and market position.
