Channel Sales Manager

Hexnode; Pune District; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

Hexnode is seeking a Senior Partner Sales lead to drive a high-velocity partner ecosystem across India. You will recruit, enable, and co-sell with VARs, MSPs, and Distributors, targeting IT, Security, and Endpoint Management buyers.

You will activate 20–40 partners, develop Top 10 quarterly plans, coach partners on pitches, and differentiate against incumbents like Intune, JAMF, Ivanti, and Workspace ONE. This role requires deep India market experience and strategic selling skills.

Qualifications

• 6–10 years of B2B partner/channel sales experience in SaaS, Security, or IT Infrastructure.
• Proven track record meeting partner quotas within 2-tier distribution (Distributor → Reseller/MSP) in India.
• Experience selling to Indian mid-market and commercial enterprises (500–10,000 employees).
• Experience with MSPs, VARs, SIs, and Apple-focused or Education resellers; knowledge of Indian mobile carriers or agent networks is a plus.
• Ability to secure SE resources, pricing approvals, and marketing support to unblock deals.
• Strong partner empathy and disciplined cadence to translate technical complexity into a clear value proposition.

Responsibilities

• Identify and activate 20–40 high-impact partners across India.
• Develop and execute Top 10 quarterly business plans, including joint pipeline development, executive alignment, and structured QBRs tailored to the Indian market.
• Empower partners through expert-level pitch coaching, product demos, and sharp competitive positioning against incumbents like Intune, JAMF, Ivanti, and Workspace ONE.
• Design compelling partner offers, including creative bundling, MDF/co-marketing initiatives, and clear referral/resale frameworks suitable for the local ecosystem.
• Maintain a rigorous cadence for forecasting partner-sourced pipeline, influence, and bookings to ensure consistent quota over-performance.

Skills

B2B partner/channel sales

SaaS

Security sales

IT infrastructure sales

Job description

Hexnode is a global leader in Unified Endpoint Management (UEM), trusted by over 100 countries and managing millions of devices worldwide. With a rapid pace of innovation, we have established ourselves as a dominant force across Apple, Windows, Android, macOS, Linux, and tvOS.

Hexnode is a rare combination of global scale, product excellence, and startup-level velocity. We operate in a mission-critical category—unified endpoint management—supporting organizations that rely on secure, reliable device management every minute of every day.

Role:

Drive high-velocity pipeline and revenue growth through a strategic partner ecosystem across the assigned region. You will be responsible for recruiting, enabling, and co-selling with top-tier VARs, MSPs, and Distributors, targeting key buyers in IT, Security, and Endpoint Management.

Responsibilities:

• Identify and activate 20–40 high-impact partners across India, prioritizing quality and long-term alignment over sheer volume.
• Develop and execute "Top 10" quarterly business plans, including joint pipeline development, executive alignment, and structured QBRs tailored to the Indian market.
• Empower partners through expert-level pitch coaching, product demos, and sharp competitive positioning against incumbents like Intune, JAMF, Ivanti, and Workspace ONE.
• Design compelling partner offers, including creative bundling, MDF/co-marketing initiatives, and clear referral/resale frameworks suitable for the local ecosystem.
• Maintain a rigorous cadence for forecasting partner-sourced pipeline, influence, and bookings to ensure consistent quota over-performance.

Who You Are:

• 6–10years of B2B partner/channel sales experience, specifically within SaaS, Security, or IT Infrastructure.
• Proven record of carrying a partner quota and navigating 2-tier distribution models (Distributor → Reseller/MSP) within the Indian geography.
• Exceptionally comfortable selling into the Indian mid-market and commercial enterprise segments (500–10,000 employees).
• Deep experience working with MSPs, VARs, SIs, and Apple-focused or Education resellers. Experience with Indian mobile carriers or agent networks is a significant plus.
• A skilled "internal seller" capable of securing SE resources, pricing approvals, and marketing support to unblock partner deals.
• High partner empathy with a disciplined operating cadence and the ability to translate technical complexity into a simple, partner-ready value proposition.

Hexnode is an Equal Opportunity Employer. We welcome and encourage candidates of all backgrounds, identities, and experiences to apply.