Director Partner Sales

Role Overview: You are being hired as a Channel Account Director at WSO2, where you will be responsible for leading and expanding the partner ecosystem across India. Your main focus will be on driving joint business growth with Regional System Integrators (RSIs), Global System Integrators (GSIs), and Cloud Partners, enabling them to deliver WSO2's next-generation and AI-native digital platforms to enterprise customers. Key Responsibilities: - Strategic Partner Leadership: - Define and execute the India partner growth strategy across RSIs, GSIs, and Cloud Providers (AWS, Azure, GCP). - Establish executive-level relationships with key partner organizations, influencing joint business planning and strategic alignment. - Identify and onboard new partners aligned with WSO2's market and technology priorities. - Business Development and Co-Sell Execution: - Drive partner-sourced and influenced pipeline growth, with a focus on high-value enterprise opportunities. - Collaborate on joint go-to-market initiatives, co-branded campaigns, and solution accelerators to expand customer reach. - Work with WSO2's regional sales teams to enable and execute co-sell engagements with strategic partners. - Governance and Performance Management: - Monitor and analyze partner performance metrics - pipeline generation, revenue contribution, and certification progress. - Conduct quarterly business reviews (QBRs) with strategic partners to align on targets and joint plans. - Maintain accurate visibility in CRM and partner management systems. - Enablement: - Lead structured enablement programs to deepen partners" technical and sales competencies across WSO2's portfolio. - Ensure partners are equipped with the right training, certifications, and tools to position and implement WSO2 solutions successfully. - Collaboration with Internal Teams: - Work closely with WSO2's sales, marketing, and technical teams to align partner activities with corporate goals. - Serve as a liaison between partners and internal stakeholders to address challenges and resolve issues promptly. - Customer-Facing Activities: - Support partners during customer engagements, including presentations, demos, and solution design discussions. - Ensure a seamless customer experience by addressing any concerns or escalations that arise. Qualifications, Skills, and Relevant Experience: - BA or equivalent academic qualifications in Finance, Business Management, Economics, Marketing, or a related field. - 15+ years of experience in alliances and channel management within the technology sector. - Proven track record of success in managing channel ecosystems for enterprise software or middleware solutions. - Familiarity with open source technologies and middleware platforms (e.g., API management, integration, and identity and access management). - Ability to explain complex technical concepts to non-technical audiences.,