Senior Lead - Channel Sales

About the Role:

WSO2 is seeking a highly motivated and experienced Channel Account Manager to drive growth through our partner ecosystem. This role will focus on developing and managing relationships with channel partners, ensuring they are equipped to successfully promote, sell, and implement WSO2’s open source solutions. The ideal candidate will have a strong background in sales, business development, and channel management in the technology industry with API management, integration, CIAM and/or internal developer platforms (IDPs).

This position requires the ability to work autonomously while collaborating effectively with cross-functional teams. You will be responsible for driving revenue growth through strategic partnerships, enabling partners to deliver value to customers, and ensuring alignment with WSO2’s business objectives.

Key Responsibilities:

Partner Relationship Management:

• Build and maintain strong relationships with existing and prospective channel partners across SAARC and Asia.
• Act as the primary point of contact for partners, providing guidance, support, and resources to ensure their success.
• Collaborate with partners to develop joint go-to-market strategies and execute co-marketing initiatives.

Business Development:

• Identify and recruit new channel partners that align with WSO2’s product portfolio and market strategy.
• Develop and execute plans to expand WSO2’s footprint in key markets through partner-led sales efforts.
• Analyze market trends and competitive landscapes to identify opportunities for growth.

Training and Enablement:

• Educate partners on WSO2’s products, features, and benefits to enhance their ability to sell and support our solutions.
• Provide ongoing training and enablement programs to ensure partners stay up-to-date with WSO2’s offerings.

Performance Monitoring:

• Track and analyze partner performance metrics, including pipeline development, deal closure rates, and revenue contribution.
• Use data-driven insights to identify areas for improvement and implement corrective actions where necessary.

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.

CRM and Reporting:

• Maintain accurate records of partner interactions, opportunities, and outcomes in the company’s CRM system.
• Prepare regular reports on partner performance and progress toward targets.

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.
• 10+ 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.