Senior Partner Manager - Channels
Leads strategic alliances with major Indian Global Systems Integrators, driving co-sell motions, partner-sourced pipeline, joint go-to-market initiatives, and revenue growth. Requires 7+ years of quota-carrying partner business development experience and strong relationships across the Indian GSI ecosystem.
About the job
Responsibilities
- Build and execute strategic plans to maximize customer success, partnership growth, and revenue opportunities across targeted Global Systems Integrator partners.
- Drive joint solution development, go-to-market initiatives, pipeline generation, and delivery excellence with partners.
- Build relationships with company leaders and partner executives, securing alignment, influence, and commitment to shared priorities.
- Partner with Regional Partner Sales Managers and cross-functional teams, including Partner Solution Architecture, Marketing, Legal, and Deal Desk.
- Negotiate and manage partnership agreements, order language, and contractual terms, including MSP addendums and pass-through obligations, in coordination with Legal and Deal Desk.
- Generate partner-sourced net-new pipeline and revenue.
- Identify and recruit additional practice areas or business units within existing GSI partners to expand partnership scope.
Requirements
- 7+ years of partner-facing, quota-carrying business development experience.
- Track record of building strategic relationships with Indian Global Systems Integrators at a cloud services or SaaS organization.
- Deep understanding of the Indian GSI landscape, with established relationships across organizations such as Wipro, Tech Mahindra, and Cognizant.
- Ability to quickly understand technical concepts, including observability, security, cloud infrastructure, and AI/LLM monitoring, and translate them into partner-relevant business value.
- Willingness to travel 40% of the time.
Compensation and Benefits
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Intra-departmental mentor and buddy program.
- Inclusive company culture and opportunities to join Community Guilds.
- Competitive medical benefits package.
- Retirement savings match.
- Pet adoption and insurance program.
Benefits may vary based on the country of employment and the nature of employment.
Skills
Cloud Services, SaaS, Observability, Security, Cloud Infrastructure, Ai Monitoring, Llm Monitoring, MEDDIC
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