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 looking for a Senior Channel Sales Manager West to spearhead our channel-led growth initiatives across the western region of India, with a focus on Mumbai and surrounding territories. This role is pivotal in scaling our indirect sales engine by expanding, enabling, and nurturing a high-performing ecosystem of cybersecurity resellers, system integrators (SIs), and professional services partners.
As a senior manager within the channel function, you will play a strategic role in driving revenue, strengthening alliances, and delivering joint go-to-market (GTM) success, positioning Cross Identity as the identity security partner of choice in a competitive and rapidly evolving cybersecurity landscape.
Key Responsibilities
-
Channel Ecosystem Development:
Identify, recruit, and onboard high-potential channel partners including VARs, cybersecurity resellers, SIs, and MSSPs in the western region. -
Partner Engagement & GTM Execution:
Co-develop and execute strategic business plans with key partners, including joint marketing campaigns, sales plays, and lead-generation activities tailored to regional priorities. -
Enablement & Sales Acceleration:
Deliver regular sales training, technical enablement, and product updates to empower partners in effectively positioning and selling Cross Identity s IAM solutions. -
Revenue Ownership:
Drive and exceed regional channel revenue targets through consistent pipeline generation, deal support, and partner-led execution. -
Internal Alignment:
Act as a bridge between partners and internal teams including pre-sales, marketing, customer success, and product to ensure cohesive execution and strong partner support. -
Performance Monitoring & Governance:
Track partner KPIs, manage business reviews, ensure deal registration compliance, and drive adherence to partner program policies and standards. -
Strategic Relationship Management:
Cultivate trusted advisory relationships with CXOs and decision-makers within partner organizations, becoming their go-to contact for IAM and cybersecurity collaboration.
Required Skills & Experience
- 8 10 years of progressive experience in channel sales or partner management roles, preferably within the cybersecurity or enterprise software space.
- Proven success in building and scaling regional partner ecosystems, with a strong network among cybersecurity resellers and SIs in Western India.
- Deep understanding of cybersecurity, particularly Identity & Access Management (IAM), including regulatory and compliance-driven sales (RBI, IRDAI, SEBI).
- Strong commercial acumen with a track record of meeting or exceeding revenue targets through indirect sales channels.
- Excellent interpersonal, presentation, and negotiation skills with the ability to influence stakeholders across levels.
- Self-driven, strategic thinker with the ability to manage complexity and drive outcomes with minimal supervision.
Preferred Qualifications
- Prior experience in selling IAM solutions or adjacent technologies (e.g., PAM, MFA, SSO, etc.).
- Experience in structuring channel incentive programs, MDF utilization, and partner certification tracks.
- Familiarity with CRM and partner management tools such as Salesforce, HubSpot, or Zoho.
- MBA or relevant post-graduate degree in Sales, Marketing, or Business Management is a plus.
- 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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