Client Manager – Business Development

Ingram Micro; Maharashtra; Hybrid; INR 1,800,000 - 3,000,000; Full time

Job summary

Ingram Micro is seeking a Senior Channel & Security Solutions Lead to drive Microsoft Security revenue across SMB to Enterprise in Maharashtra. You will shape GTM strategies, identify opportunities, and build a strong partner ecosystem.

You will collaborate with Microsoft and internal teams to hit quarterly targets, enable partners through trainings and incentives, and develop campaigns to accelerate security workloads and licensing adoption.

Qualifications

• Strong understanding of Microsoft Security ecosystem and cloud technologies.
• Knowledge of cybersecurity concepts including Identity, Endpoint Security, SIEM, Compliance, and Zero Trust.
• Excellent communication, presentation, and stakeholder management skills.
• Strong business acumen with analytical and strategic thinking capability.
• Ability to manage multiple partners and business priorities simultaneously.
• Experience in channel sales, distribution, or cloud business development is preferred.

Responsibilities

• Drive revenue growth for Microsoft Security solutions across SMB, Mid-market, and Enterprise segments.
• Develop and execute GTM strategies to accelerate Microsoft Security business.
• Identify new business opportunities, market trends, and customer security adoption patterns.
• Build pipeline and drive conversion for Microsoft Security workloads and licensing opportunities.
• Work closely with Microsoft stakeholders and internal sales teams to achieve quarterly and annual business targets.
• Enable and onboard channel partners for Microsoft Security practice development.
• Drive partner-led demand generation initiatives, workshops, webinars, and security campaigns.
• Help partners position Microsoft Security solutions effectively against competition.
• Support partners in identifying cross-sell and upsell opportunities within existing Microsoft customers.
• Drive partner readiness on Microsoft Security certifications, solution plays, and incentive programs.

Skills

Microsoft Security ecosystem

Cloud security concepts

Stakeholder management

Communication & presentation

Channel sales / partner development

Analytical & strategic thinking

Multi-partner management

Education

Bachelor's degree in Business/IT/CS or related field

MBA preferred

Microsoft Certified: Security Administrator Associate

Microsoft Certified: Cybersecurity Architect Expert

Microsoft Certified: Azure Security Engineer Associate

SC-900 / AZ-500 certifications preferred

Job description

• Drive revenue growth for Microsoft Security solutions across SMB, Mid-market, and Enterprise segments.


• Develop and execute GTM strategies to accelerate Microsoft Security business.


• Identify new business opportunities, market trends, and customer security adoption patterns.


• Build pipeline and drive conversion for Microsoft Security workloads and licensing opportunities.


• Work closely with Microsoft stakeholders and internal sales teams to achieve quarterly and annual business targets.


• Enable and onboard channel partners for Microsoft Security practice development.


• Drive partner-led demand generation initiatives, workshops, webinars, and security campaigns.


• Help partners position Microsoft Security solutions effectively against competition.


• Support partners in identifying cross-sell and upsell opportunities within existing Microsoft customers.


• Drive partner readiness on Microsoft Security certifications, solution plays, and incentive programs.

Key Responsibilities

• Drive revenue growth for Microsoft Security solutions across SMB, Mid-market, and Enterprise segments.


• Develop and execute GTM strategies to accelerate Microsoft Security business.


• Identify new business opportunities, market trends, and customer security adoption patterns.


• Build pipeline and drive conversion for Microsoft Security workloads and licensing opportunities.


• Work closely with Microsoft stakeholders and internal sales teams to achieve quarterly and annual business targets.

Partner & Channel Development

• Enable and onboard channel partners for Microsoft Security practice development.


• Drive partner-led demand generation initiatives, workshops, webinars, and security campaigns.


• Help partners position Microsoft Security solutions effectively against competition.


• Support partners in identifying cross-sell and upsell opportunities within existing Microsoft customers.


• Drive partner readiness on Microsoft Security certifications, solution plays, and incentive programs.

Solution & Product Focus

• Promote and support the adoption of:


• Microsoft Defender Suite


• Microsoft Sentinel


• Microsoft Entra


• Microsoft Purview


• Microsoft Intune


• Microsoft Defender for Cloud


• Microsoft 365 Security & Compliance solutions


• Collaborate with technical specialists for solution positioning and customer engagement.

Stakeholder Management

• Coordinate with Microsoft product teams, distributors, sales teams, and partner account managers.


• Maintain strong relationships with key partners and strategic customers.


• Conduct regular business reviews and performance discussions with stakeholders.

Reporting & Business Operations

• Prepare weekly/monthly business performance reports and pipeline reviews.


• Track key KPIs including revenue, pipeline, partner activation, certifications, and deployment growth.


• Maintain forecast accuracy and business dashboards for leadership reviews.

Desired Skills & Competencies

• Strong understanding of Microsoft Security ecosystem and cloud technologies.


• Knowledge of cybersecurity concepts including Identity, Endpoint Security, SIEM, Compliance, and Zero Trust.


• Excellent communication, presentation, and stakeholder management skills.


• Strong business acumen with analytical and strategic thinking capability.


• Ability to manage multiple partners and business priorities simultaneously.


• Experience in channel sales, distribution, or cloud business development is preferred.

Educational Qualification

• Bachelor's degree in Business, IT, Computer Science, or related field.


• MBA preferred.

Experience Required

• 5-10 years of experience in Cloud, Security, Microsoft Licensing, or IT Channel Business.


• Prior experience working with Microsoft ecosystem, CSP distribution, or cloud security business preferred.

Preferred Certifications

• Microsoft Certified: Security Administrator Associate


• Microsoft Certified: Cybersecurity Architect Expert


• Microsoft Azure Security Engineer Associate


• SC-900 / AZ-500 certifications preferred