Channel Sales Associate

Job Summary

At SPOG, we believe partnerships are force multipliers. We’re looking for a Channel Sales Associate who can activate, enable, and energize our partner ecosystem. This role is critical in scaling our go-to-market through channel partners, creating predictable revenue streams via joint sales motions, and ensuring SPOG becomes a name synonymous with value in the cybersecurity and IT transformation space.

The ideal candidate is part strategist, part field commander—someone who can map market opportunities, build trusted partner relationships, and turn alliance potential into pipeline reality.

Key Responsibilities

Partner Strategy & Revenue Growth

• Drive revenue growth by identifying, recruiting, and managing strategic channel partners (VARs, MSPs, GSIs, ISVs).

• Co-develop partner business plans and pipeline targets, focusing on new logo acquisition and upsell opportunities.

• Build scalable programs and playbooks to enable repeatable partner success.

Partner Enablement & Activation

• Create onboarding, training, and certification programs to enable partner sales and technical teams.

• Design and lead enablement cadences (QBRs, workshops, knowledge transfers) to drive deeper engagement.

• Ensure partners are equipped to position SPOG’s value proposition in competitive opportunities.

Co-Selling & Pipeline Development

• Collaborate with SPOG Sales to drive joint account planning, opportunity sourcing, and deal progression.

• Embed SPOG into partner-led deals by aligning sales cycles, messaging, and value delivery.

• Track and forecast partner-influenced and sourced pipeline in Salesforce with precision.

Relationship Management

• Be the SPOG face to our partners—build deep relationships at both executive and field levels.

• Serve as the voice of the partner internally, advocating for needs, friction points, and opportunities.

• Drive partner loyalty and preference through consistent engagement, performance coaching, and shared success stories.

Market Intelligence & Program Feedback

• Stay informed on market shifts, competitive moves, and evolving partner needs across India and APAC

• Capture partner feedback and collaborate with product, marketing, and CS teams to iterate on offerings.

• Monitor partner KPIs, sales impact, and ROI from programs and investments.

Internal Collaboration & Execution

• Work cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to support end-to-end partner lifecycle.

• Lead commercial and legal negotiations with partners, ensuring mutual value.

• Contribute to channel operations by supporting forecasting, reporting, and strategic planning efforts.

Qualifications and Skills

• 2 - 4 years of experience in channel or partner sales, preferably in B2B SaaS or cybersecurity.

• Demonstrated success in building and scaling channel ecosystems from scratch in emerging or growth markets.

• Strong knowledge of partner types (VARs, MSPs, GSIs) and their sales motions.

• Familiarity with CRM tools and email marketing/campaign platforms.

• Excellent communication, presentation, and negotiation skills.

• Deep understanding of Indian enterprise buyer behavior and partner-led sales cycles.

• Self-starter with a builder’s mindset, comfortable with ambiguity and startup-level pace.

• Tech-savvy and data-driven, with the ability to extract insights and optimize partner GTM strategies.

• Willingness to travel (up to 10 days/month) for partner meetings, enablement sessions, and events.

What We Offer

• A front-row seat in scaling one of the most innovative platforms in Cyber Security and IT transformation.

• High-impact role with autonomy, ownership, and visibility.

• Competitive salary with performance-based incentives.

• Comprehensive benefits including health, leave, and wellness initiatives.