Channel Business Representative - West | Cross Identity
Mumbai (Flexible travelling in west region) Cross Identity is a leading provider of Identity and Access Management (IAM) solutions, helping enterprises secure digital identities and ensure compliance with global and industry-specific cybersecurity regulations. Our platform is trusted by organizations across BFSI, manufacturing, healthcare, and other regulated sectors.
Role Summary
We are seeking a proactive and experienced Channel Business Representative to accelerate partner-driven revenue through strong engagement with cybersecurity resellers, system integrators, and professional services partners. The ideal candidate will be responsible for expanding our channel ecosystem, enabling partner success, and driving joint go-to-market (GTM) initiatives to position Cross Identity s IAM solutions as the preferred choice in the cybersecurity market.
Key Responsibilities
- Identify, onboard, and nurture new channel partners including cybersecurity resellers, system integrators (SIs), and services partners.
- Collaborate closely with existing managed partners in assigned territories to co-create and execute joint GTM strategies, marketing campaigns, and lead-generation plans.
- Drive enablement, sales training, and technical readiness of partners to position Cross Identity effectively.
- Support partners in developing pipeline and achieving quarterly and annual sales targets.
- Coordinate internally across sales, pre-sales, marketing, and product teams to align partner efforts and drive mutual success.
- Monitor partner performance, manage partner business plans, and ensure compliance with Cross Identity s partner policies and deal registration protocols.
- Establish and maintain strong, trust-based relationships with key stakeholders at partner organizations.
Required Skills & Experience
- 3 5 years of experience in solution selling in the cybersecurity domain, preferably IAM.
- Proven track record of working with cybersecurity resellers, system integrators, and services partners in assigned territories or regions.
- Strong understanding of identity security, cybersecurity regulations (RBI, IRDAI, etc.), and compliance-driven solution sales.
- Demonstrated ability to drive partner revenue through enablement, joint GTM initiatives, and channel account management.
- Excellent communication, stakeholder management, and cross-functional collaboration skills.
- Highly self-motivated, structured, and capable of working independently.
Preferred Qualifications
- Experience selling IAM solutions or adjacent cybersecurity technologies.
- Exposure to designing and executing channel incentive programs.
- Familiarity with CRM and partner portal systems such as Salesforce, Zoho, or HubSpot.
- Work with a growing cybersecurity company solving critical identity and compliance challenges.
- Be part of a high-energy, partner-first culture with leadership support and market recognition.
- Competitive compensation, performance-based incentives, and career growth opportunities.
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