Channel Sales Manager

Job Title: Channel Sales Manager USA & UK Region

Location: Bengaluru, India (Hybrid Work from Office on Monday, Wednesday & Friday)

Experience: 8+ Years in B2B SaaS/IT Channel Sales

Salary: 15 LPA Fixed (Non-Negotiable) + 8 LPA Variable

About the Role

The ideal candidate will be a strategic, self-driven individual with a vast network of international channel partners, a proven track record in cybersecurity/product sales, and deep familiarity with the end-to-end channel sales lifecycle.

Key Responsibilities

• Design and lead the channel partner acquisition strategy in the USA & UK.
• Onboard, qualify, and enable new referral, reseller, and value-added partners.
• Build partner pitch decks, onboarding documents, and commercial agreements.
• Develop and manage an end-to-end channel sales funnel:
• Deal registration
• Lead sharing and revenue tracking
• Incentives and commissions
• Leverage existing relationships to bring onboard active partners within the first 3060 days.
• Manage quarterly partner revenue targets and pipeline health.
• Collaborate cross-functionally with presales, marketing, delivery, and product to align support models and solution fit.
• Maintain accurate partner records, dashboards, and CRM data to measure performance.
• Conduct regular training, webinars, and enablement sessions for partner teams.
• Lead internal alignment sessions to coordinate custom pricing, support SLAs, and escalation protocols.

Ideal Candidate Profile

• 8+ years of channel sales experience (IT product/software) with a focus on international geographies.
• Proven history of selling into USA and UK markets via channel-led models.
• Strong existing network of referral and reseller partners in target regions.
• Experience with SaaS or cybersecurity product sales (hardware experience will not be considered).
• Ability to independently drive partnerships from scratch including strategy, documentation, outreach, onboarding, and deal closure.
• Exceptional communication skills in fluent English (verbal and written).
• Highly analytical, structured, and goal-driven with a problem-solving mindset.
• Minimum 2–3 years of experience in leading small channel/BD teams.
• Comfortable working in a fast-paced, high-accountability, global team structure.

Work Mode

• Hybrid Work Model from Bengaluru:
• In-office on Monday, Wednesday, and Friday
• Remote on Tuesday and Thursday
• Must be based in or willing to relocate to Bengaluru

Compensation

• Fixed Salary: 15 LPA (Non-Negotiable)
• Variable Incentive: Up to 8 LPA based on performance
• Total Potential CTC: 23 LPA

Preferred Qualifications

• Bachelor’s or Master’s degree in Business Administration, Marketing, or related field
• Professional certifications in sales or partner/channel programs (e.g., Certified Channel Sales Manager, Strategic Sales Management)
• Experience in selling cybersecurity, SaaS, AI/ML or enterprise B2B products in the US/UK market
• Familiarity with CRM platforms (HubSpot, Salesforce) and partner management tools
• Track record of bringing in at least 5+ channel partners from past associations

What We Offer

• Opportunity to lead channel sales for a fast-scaling international tech company
• Autonomy and ownership over one of our most strategic geographies
• Exposure to leadership, product and GTM decision-making
• Competitive compensation and quarterly performance-linked incentives
• Dynamic, collaborative work culture with global client exposure
• Clear career path to move into Regional Sales Head / VP Channel Sales roles