Client Manager - Business Development | Microsoft

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

Job summary

Ingram Micro is seeking a senior professional to drive Microsoft Security growth across SMB, mid-market, and enterprise segments in India. You will craft GTM strategies, build a strong partner network, and coordinate with Microsoft stakeholders to meet quarterly targets.

The role emphasizes security offerings like Defender Suite, Sentinel, Entra, and Purview, with a focus on pipeline development, cross-sell opportunities, and strategic account management.

Qualifications

• 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.
• Bachelor’s degree in business, IT, CS or related field; MBA 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 targets.
• Enable and onboard channel partners; drive partner-led demand generation.
• Collaborate with partners on solution positioning and customer engagement.
• Prepare weekly/monthly business performance reports and pipeline reviews.
• Track KPIs including revenue, pipeline, partner activation, certifications, deployment growth.
• Maintain forecast accuracy and dashboards for leadership reviews.

Skills

Microsoft Security ecosystem

Cloud technologies

Analytical thinking

Stakeholder management

Channel sales

Education

Bachelor's degree in business, IT, CS

MBA

Tools

Microsoft Defender Suite

Microsoft Sentinel

Microsoft Entra

Microsoft Purview

Microsoft 365 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.
• Identifynew 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 inidentifyingcross-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 customerengagement.

Stakeholder Management

• Coordinate with Microsoft product teams, distributors, sales teams, and partner account managers.
• Maintainstrong 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 KPIsincludingrevenue, pipeline, partner activation, certifications, and deployment growth.
• Maintainforecast 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

Location

Mumbai / Delhi / Bengaluru