Channel Sales Representative

About Times Internet About SPOG.AI SPOG.AI is building the next generation of enterprise GRC (Governance, Risk, and Compliance) solutions powered by AI. The mission is to simplify, unify, and accelerate GRC processes for modern organizations. Backed by industry-leading technology and a world-class team, SPOG.AI helps enterprises take control of compliance, risk, and security in real-time. Role Overview At SPOG, partnerships are considered force multipliers. We are seeking a Channel Sales Associate who can activate, enable, and energize our partner ecosystem. This role plays a critical part in scaling our go-to-market strategy through channel partners, creating predictable revenue streams via joint sales efforts, and ensuring SPOG establishes itself as a name synonymous with value in the cybersecurity and IT transformation domain. The ideal candidate embodies part strategist and part field commander someone who can identify market opportunities, foster trusted partner relationships, and transform alliance potential into tangible pipeline results. Work Responsibilities Partner Strategy & Revenue Growth - Drive revenue growth through the identification, recruitment, and management of strategic channel partners such as VARs, MSPs, GSIs, and ISVs. - Possess experience in channel or partner sales, preferably in the B2B SaaS and cybersecurity sectors. - Collaborate on partner business plans and pipeline targets, with a focus on new client acquisition and upsell opportunities. - Develop scalable programs and playbooks to facilitate repeatable partner success. Partner Enablement & Activation - Establish onboarding, training, and certification programs to empower partner sales and technical teams. - Lead enablement cadences (QBRs, workshops, knowledge transfers) to enhance partner engagement. - Ensure partners are well-equipped to articulate SPOG's value proposition effectively in competitive scenarios. Co-Selling & Pipeline Development - Coordinate with SPOG Sales to facilitate joint account planning, opportunity identification, and deal progression. - Integrate SPOG into partner-led deals by aligning sales cycles, messaging, and value delivery. - Precisely track and forecast partner-influenced and sourced pipeline in Salesforce. Relationship Management - Act as the primary SPOG representative to our partners, cultivating deep relationships at both executive and field levels. - Advocate for partner needs, friction points, and opportunities internally, serving as their voice. - Drive partner loyalty and preference through consistent engagement, performance coaching, and shared success stories. Market Intelligence & Program Feedback - Stay abreast of market trends, competitive strategies, and evolving partner requirements across India and APAC. - Gather partner feedback and collaborate with product, marketing, and customer success teams to refine offerings. - Monitor partner KPIs, sales impact, and ROI from programs and investments. Internal Collaboration & Execution - Engage cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to support the complete partner lifecycle. - Lead commercial and legal negotiations with partners to ensure mutual value. - Contribute to channel operations by aiding in forecasting, reporting, and strategic planning efforts. Skills, Experience & Expertise - Demonstrated success in establishing and expanding channel ecosystems in emerging or growth markets. - Profound understanding of partner types (VARs, MSPs, GSIs) and their sales processes. - Familiarity with CRM tools and email marketing/campaign platforms. - Strong communication, presentation, and negotiation skills. - In-depth knowledge of Indian enterprise buyer behavior and partner-led sales cycles. - Self-motivated with an entrepreneurial mindset, comfortable with uncertainty and a startup-like pace. - Tech-savvy and data-driven, capable of deriving insights and optimizing partner go-to-market strategies. - Willingness to travel (up to 10 days/month) for partner meetings, enablement sessions, and events.,