Channel Sales Manager

Mitsogo Inc; Chennai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Mitsogo Inc in Chennai is seeking a results-driven Channel Sales / Partner Manager to identify, onboard, and activate strategic partners across major Indian tech hubs. You will drive mid-market and enterprise deals, train partners, deliver product demos, and articulate compelling partner business cases to win multi-tier opportunities.

Collaborate with Solutions Engineers and Sales teams to keep a healthy partner pipeline and accelerate joint go-to-market initiatives through a mix of campaigns

Qualifications

• 5+ years in B2B channel sales/partner management in SaaS/Cybersecurity/Cloud/Enterprise IT.
• Experience managing 2-tier distribution (Distributor/Reseller/MSP) with revenue quotas.
• Proven track record selling to Mid-Market and Commercial Enterprise segments.
• Contacts with VARs, System Integrators, MSP networks; Apple Education resellers a plus.
• Excellent presentation and negotiation skills; translate product value to partner business cases.
• Strong understanding of Indian B2B tech buying behavior and procurement cycles.
• Willingness to travel regionally for partner meetings and joint visits.

Responsibilities

• Identify, onboard, and activate strategic partners (VARs, MSPs, SIs, and Distributors) across key Indian tech hubs.
• Jointly drive mid-market and enterprise deals, navigating complex buyer groups to ensure successful deal closures.
• Conduct technical and commercial enablement sessions, pitch coaching, product demos, and competitive positioning against legacy UEM vendors.
• Collaborate on partner campaigns, co-marketing/MDF initiatives, and referral frameworks while maintaining a predictable pipeline forecast in CRM.
• Partner closely with internal Solutions Engineers, Direct Sales, Product, and Support teams to clear deal blockers and deliver smooth customer onboarding.

Skills

Channel sales

Partner management

Negotiation

CRM

Public speaking

Job description

Responsibilities

• Identify, onboard, and activate strategic partners (VARs, MSPs, SIs, and Distributors) across key Indian tech hubs.
• Jointly drive mid-market and enterprise deals, navigating complex buyer groups (1,000 to 10,000+ employees) to ensure successful deal closures.
• Conduct technical and commercial enablement sessions, pitch coaching, product demos, and competitive positioning against legacy UEM vendors.
• Collaborate on partner campaigns, co-marketing/MDF initiatives, and referral frameworks while maintaining a predictable pipeline forecast in CRM.
• Partner closely with internal Solutions Engineers, Direct Sales, Product, and Support teams to clear deal blockers and deliver smooth customer onboarding.

Required Experience & Expertise

• 5+ years of hands-on B2B Channel Sales / Partner Management experience within SaaS, Cybersecurity, Cloud, or Enterprise IT Infrastructure.
• Demonstrated success in managing 2-tier distribution channels (Distributor/Reseller/MSP) and maintaining an individual or joint channel revenue quota.
• Strong track record of co-selling into Mid-Market and Commercial Enterprise segments across assigned territory.
• Established contacts and familiarity with regional VARs, System Integrators, and MSP networks (exposure to Apple-focused or Education resellers is a plus).
• Outstanding presentation and negotiation skills, with the ability to translate technical product value into clear partner business cases.
• Deep understanding of the Indian B2B tech buying behavior, enterprise IT procurement cycles, and regional business practices.
• Willingness to travel regionally for key partner meetings, QBRs, and joint customer visits.