Client Manager – Business Development

Ingram Micro; Mumbai City; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Ingram Micro in Mumbai seeks a seasoned leader to grow Microsoft Security across SMB to enterprise, driving GTM strategies, building pipeline, and partnering with Microsoft and distributors. You will enable channel partners, run security campaigns, and focus on Defender, Sentinel, Entra, Purview, Intune, Defender for Cloud, and 365 Security & Compliance solutions.

Strong communication and strategic thinking are essential.

Qualifications

• 5–10 years in Cloud, Security, Microsoft Licensing, or IT Channel Business.
• Experience with Microsoft ecosystem, CSP distribution, or cloud security.
• Strong communication and stakeholder management skills.
• MBA or equivalent preferred.

Responsibilities

• Drive revenue growth for Microsoft Security 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.
• 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.
• 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.
• 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.

Skills

Microsoft Security ecosystem

Cloud security

Identity & Endpoint Security

SIEM & Compliance

Zero Trust

Stakeholder management

Communication & presentation

Channel sales

Business strategy

Education

Bachelor’s degree in Business, IT, CS

MBA preferred

Tools

Microsoft Defender Suite

Microsoft 365 Security & Compliance

Microsoft Sentinel

Azure Security

Job description

It’s fun to work in a company where people truly BELIEVE in what they’re doing!

Job Description:

Key Responsibilities

Business Growth & Revenue Management

• 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