Partner Sales Director
Leads partner-sourced and partner-influenced revenue across India by developing hyperscaler, SI, ISV/OEM, and channel relationships, joint go-to-market motions, and scalable delivery programs. Requires 12+ years in enterprise software sales, channel sales, or strategic alliances and a demonstrated record of quota attainment.
About the job
Responsibilities
- Own and deliver a regional revenue quota for partner-sourced and partner-influenced bookings in India.
- Collaborate with India field sales teams to integrate partners into account strategies and deal cycles.
- Build and execute joint sales motions with hyperscalers, system integrators (SIs), ISVs, OEMs, and channel partners.
- Serve as the primary partner sales interface for India, aligning regional sellers, partner field teams, and global partner programs.
- Develop joint account plans, campaigns, and demand-generation activities with priority partners.
- Drive joint forecasting, pipeline visibility, and reporting.
- Identify, onboard, and develop strategic SI partnerships that source opportunities and support successful implementations.
- Define joint go-to-market plays, delivery frameworks, and enablement paths.
- Drive SI delivery readiness and certification with internal and external stakeholders.
- Collaborate with Partner, Sales, Marketing, Product, and Solutions Engineering teams on partner strategy and partner-led projects.
- Provide feedback on the India partner ecosystem to shape broader partner strategy.
- Maintain partner pipeline data, revenue forecasts, and performance metrics.
- Lead quarterly business reviews with key partners and internal stakeholders.
- Refine partner engagement models using data-driven insights and field feedback.
Requirements
- 12+ years of experience in enterprise software sales, channel sales, or strategic alliances, ideally in cloud, data, or analytics.
- Demonstrated success meeting or exceeding quota through partner ecosystems.
- Deep understanding of hyperscaler, SI, and channel partner models, including co-sell, marketplace, and resale motions.
- Ability to develop go-to-market strategy and execute directly with field and partner teams.
- Strong verbal, written, presentation, executive communication, and influencing skills.
- Ability to navigate complex partner organizations, align incentives, and build long-term relationships.
- Self-directed, resilient, and effective in high-growth environments.
- Collaborative approach across sales, marketing, product, and partner functions.
Skills
Enterprise Sales, Channel Sales, Strategic Alliances, AWS, GCP, Microsoft Azure, System Integrators, Co-Sell, Cloud Marketplaces, Sales Forecasting, Pipeline Management, Go-to-Market Strategy, Demand Generation, Quarterly Business Reviews
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