Channel Manager (Cybersecurity/ Network Security)

Expert Executive Recruiters (EER Global); Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Expert Executive Recruiters (EER Global) is assisting a world‑leading security platform in finding a Channel Manager for India. You will drive partner‑initiated pipeline, expand the reseller ecosystem, and coordinate with distributors to accelerate revenue growth across hybrid and multi‑cloud environments.

You will report to the Regional Sales Director, manage quarterly plans, enable partner sales teams, and travel up to 50% as needed to build strategic alliances with Tier 1/2 partners and SI

Qualifications

• 7+ years in enterprise technology/channel sales, preferably cybersecurity.
• Bachelor's degree in Engineering, Business, Management, Marketing, or related field.
• Experience with Tier 1 and Tier 2 channel account planning.
• Experience in selling B2B software and cybersecurity via channels.
• Proven track record building partnerships in India and scaling partner revenue.
• Experience using Salesforce.
• Willingness to travel up to 50%.
• Strong communication and presentation skills.
• English proficiency (written and verbal) at a high level.

Responsibilities

• Create partner-initiated pipeline and New ARR across India beyond direct sales.
• Develop joint business plans with distributors leveraging reseller ecosystem.
• Identify and activate Tier 1/2 partners, SIs, and large resellers.
• Perform account mapping and whitespace exercises with partners and distributors.
• Establish quarterly business plans, pipeline targets, and measure revenue outcomes.
• Enable partner sales and tech teams to identify and qualify opportunities.
• Collaborate with RSMs from discovery to closure, focusing on partner-generated pipeline.
• Develop opportunities through technology alliances with Cisco, AWS, and other partners.
• Drive partner-led new-logo acquisition and expansion in installed base.
• Manage deal registration, partner engagement and channel governance.
• Review partner productivity and focus resources on high-potential partners.

Skills

Channel management

B2B software sales

Sales pipeline development

Partnership management

Communication skills

Salesforce

Travel flexibility

Education

Bachelor's degree

Tools

Salesforce

Job description

Our client helps the world’s leading organizations secure application connectivity across hybrid and multi-cloud environments. Trusted by more than 2,300 global organizations, their platform delivers visibility, security policy management, risk reduction, and compliance automation across complex enterprise networks.

As they continue to expand their cloud and enterprise business globally, they are looking for a Channel Manager to drive incremental sales and foster the growing channel ECO-System. In this role, you will work closely with their partners to successfully ensure customer satisfaction and that business goals are met within the territory.

Reporting to: Regional Sales Director

Direct employment

What You’ll Do

• Drive the creation of partner-initiated pipeline and New ARR across India, generating incremental opportunities beyond those originated by the direct sales organization.
• Build and execute joint business plans with our client's strategic distributors, leveraging their reseller ecosystem, enterprise relationships and market reach to create new business.
• Identify and activate high-potential Tier 1 and Tier 2 partners, SIs and large account resellers capable of generating meaningful pipelines.
• Drive structured account mapping and whitespace exercises with RSMs, distributors and strategic partners to gain access to our client's target enterprise accounts.
• Build sustained our client mindshare across the India cybersecurity partner ecosystem, positioning our client around application connectivity, network security policy management and automation across hybrid and multi-cloud environments.
• Establish quarterly business plans, pipeline targets and joint GTM initiatives with strategic partners and measure their performance against pipeline and revenue outcomes.
• Enable partner sales and technical teams to independently identify, position and qualify our client opportunities within their customer base.
• Collaborate closely with RSMs from opportunity identification through closure, while maintaining clear accountability for the partner-generated component of the pipeline.
• Develop opportunities through strategic technology alliances and routes to market including Cisco, AWS/cloud marketplaces and other relevant ecosystem partners.
• Drive partner-led new-logo acquisition as well as expansion opportunities within the installed base.
• Manage deal registration, partner engagement and channel conflicts while maintaining appropriate partner governance.
• Regularly review partner productivity and focus our client resources on partners capable of delivering sustainable pipeline and revenue.

What We’re Looking For

• 7+ years of enterprise technology/channel experience, preferably within cybersecurity, network security or adjacent infrastructure software.
• Bachelor's degree in Engineering, Business, Management, Marketing, or related field
• through account planning with Tier 1 and Tier 2 Channels/Partners
• Experience in selling B2B SW technology. Experience in selling cybersecurity solutions directly through channels is an added advantage
• Track record of success in establishing new strategic partnerships in India region and helping partners in scaling their business revenue
• Experience using Salesforce
• Self-starter, business-driven, positive and with an energetic attitude
• Great communicator, ability to work with various organizational levels and stakeholders
• Demonstrated ability to exceed quarterly quota
• Strong written and interpersonal communications and presentation skills
• English written and verbal skills at a very high level
• Willingness to travel up to 50% of the time
• Proven track record of personally building partner-initiated pipeline and delivering closed revenue through distributors, Tier 1/Tier 2 resellers and system integrators in India.
• Strong existing relationships across the Indian cybersecurity channel ecosystem, with demonstrated ability to activate partners and gain access to large enterprise accounts.

Position Requirements:

• 7+ years of enterprise technology/channel experience, preferably within cybersecurity, network security or adjacent infrastructure software.
• Bachelor's degree in Engineering, Business, Management, Marketing, or related field
• through account planning with Tier 1 and Tier 2 Channels/Partners
• Experience in selling B2B SW technology. Experience in selling cybersecurity solutions directly through channels is an added advantage
• Track record of success in establishing new strategic partnerships in India region and helping partners in scaling their business revenue
• Experience using Salesforce
• Self-starter, business-driven, positive and with an energetic attitude
• Great communicator, ability to work with various organizational levels and stakeholders
• Demonstrated ability to exceed quarterly quota
• Strong written and interpersonal communications and presentation skills
• English written and verbal skills at a very high level
• Willingness to travel up to 50% of the time
• Proven track record of personally building partner-initiated pipeline and delivering closed revenue through distributors, Tier 1/Tier 2 resellers and system integrators in India.
• Strong existing relationships across the Indian cybersecurity channel ecosystem, with demonstrated ability to activate partners and gain access to large enterprise accounts.