Role Overview:

We are looking for a Channel Manager to drive our partner ecosystem in India. This role will focus on developing relationships with local distributors and resellers, building brand awareness, and driving pipeline growth through channel initiatives. You will enable partners, support joint go-to-market strategies, and collaborate closely with internal teams to execute impactful marketing and sales programs.

Key Responsibilities:

Channel Development & Management

• Manage and expand relationships with distributors, VARs, MSSPs, and system integrators in India.
• Identify, onboard, and nurture strategic channel partners to enhance market presence.
• Ensure partners are engaged, motivated, and aligned with company objectives.

Partner Enablement & Training

• Drive partner education and training programs to enhance product knowledge and sales capabilities.
• Organise and deliver partner workshops, webinars, and certifications.
• Provide sales, pre-sales and service delivery teams with necessary tools and resources to drive revenue growth.

Go-to-Market & Business Development

• Work with partners to develop and execute joint Go-to-Market plans and marketing initiatives.
• Support partners in lead generation, deal registration, and sales processes.
• Collaborate with internal teams (sales, marketing, product) to align strategies and maximise partner success.

Sales & Pipeline Growth

• Drive revenue growth through the channel by supporting partner-led sales efforts.
• Monitor pipeline development and ensure healthy conversion rates.
• Provide forecasts, performance analysis, and market insights to leadership.

Marketing & Brand Awareness

• Plan and execute channel marketing programs, events, and demand generation campaigns.
• Work with partners to leverage MDF (Marketing Development Funds) for impactful marketing initiatives.
• Represent the company at industry events, trade shows, and partner summits.

Key Requirements:

• 5+ years of experience in channel management, partner sales, or business development within the cybersecurity industry.
• Strong understanding of the Indian cybersecurity market and channel ecosystem.
• Proven track record of building and growing partner relationships.
• Experience in developing and executing Go-to-Market strategies with partners.
• Ability to manage multiple stakeholders, negotiate contracts, and drive sales enablement.
• Excellent communication and presentation skills.
• Willingness to travel within India for partner engagement and events.

Preferred Qualifications:

• Prior experience working with distributors and VARs in the region.
• Knowledge of cybersecurity products and services (firewalls, endpoint security, SIEM, etc.).
• Familiarity with partner incentive models and MDF management.