Partner Manager - India

BMC Software; Delhi; On-site; INR 2,000,000 - 3,500,000; Full time

Job summary

BMC Software in India is seeking a seasoned Channel Manager to lead indirect go-to-market strategies across the country. You will own partner-led pipeline generation, nurture distributor and SI alliances, and drive revenue growth with a high-energy, results-driven approach.

The role requires 8+ years in channel or indirect sales, strong negotiation and relationship skills, and the ability to operate in a fast-paced, matrixed environment while aligning with Sales, Marketing, and Renewals teams.

Qualifications

• 8+ years of experience in Channel Sales, Partner Management, Indirect Sales/Direct Sales.
• Experience managing partner ecosystems within enterprise software, SaaS, or technology organizations.
• Strong understanding of the India channel ecosystem, including distributors, system integrators, and strategic partners.
• Proven experience in partner business planning, pipeline generation, and revenue growth.
• Strong commercial, relationship management, negotiation, and stakeholder engagement skills.
• Self-motivated and results-driven, with a disciplined approach to business development and execution.
• Ability to operate effectively in a fast-paced, matrixed environment.

Responsibilities

• Develop and execute the indirect go-to-market strategy across India.
• Own partner-led pipeline generation and indirect revenue targets.
• Build strategic business plans with assigned partners, including growth priorities, pipeline targets, and joint initiatives.
• Develop strong relationships with channel partners, distributors, system integrators, and strategic alliances.
• Drive Sell-With and Sell-Through motions to create new business and expand market reach.
• Partner with Sales, Marketing, Renewals, and Customer Success to execute coordinated partner initiatives.
• Support partner enablement, demand generation, and solution positioning activities.
• Maintain visibility into partner performance, pipeline, forecasts, and key opportunities.
• Monitor market and competitive trends to identify growth opportunities.
• Represent BMC Helix as a trusted advisor and brand ambassador across the partner ecosystem.

Skills

Channel sales

Partner management

Indirect sales

Direct sales

Negotiation

Stakeholder management

Relationship building

Cross-functional collaboration

Job description

Description and Requirements

This Is Helix. Powered by You.

AtBMC Helix, we don’t do ordinary. We’re theAI-native enginebehind the world’s most forward-thinking IT organizations, helping them focus on what matters most. What are we passionate about? We're here to reset the economics of enterprise IT and help others realize the ROI of AI.

We are a mix ofcurious minds, creative thinkers, and courageous builderswho believe tech should change the game—not just play it. We celebrate wins, support each other, and laugh a lot.

We are the change makers. With decades of leadership and established trust in IT service and operations management, we’re scaling with purpose—through organic innovation, strategic acquisitions, and relentless R&D. Our open-firstAgentic AI platformempowers autonomous agents to drive real outcomes with speed, accountability, and precision.

We are laser-focused on delivering real value to our customers by accelerating innovation and the application of applying agentic AI in digital service and operations management for IT organizations around the world.

BMC Helix Sales Professionals have the power to transform entire organizations. With your high-energy, dedication, and passion you will focus on designing and executing a go-to-market strategy, delivering revenue growth and customer happiness. If you are looking for a company that gives you the freedom to expand your role, focuses highly on your professional development through continuous enablement, gives you an environment where you would feel happy to come to work, then BMC Helix is the place to be.

This frontline, quota-carrying channel sales role drives BMC Helix’s indirect go-to-market strategy across India. The Channel Manager will work closely with Sales, Marketing, Partners, and regional leadership to grow partner-led pipeline, revenue, and market reach through a strong partner ecosystem.

Here is how, through this exciting role, YOU will contribute to BMC Helix's and your own success:

• Develop and execute the indirect go-to-market strategy across India.
• Own partner-led pipeline generation and indirect revenue targets.
• Build strategic business plans with assigned partners, including growth priorities, pipeline targets, and joint initiatives.
• Develop strong relationships with channel partners, distributors, system integrators, and strategic alliances.
• Drive Sell-With and Sell-Through motions to create new business and expand market reach.
• Partner with Sales, Marketing, Renewals, and Customer Success to execute coordinated partner initiatives.
• Support partner enablement, demand generation, and solution positioning activities.
• Maintain visibility into partner performance, pipeline, forecasts, and key opportunities.
• Monitor market and competitive trends to identify growth opportunities.
• Represent BMC Helix as a trusted advisor and brand ambassador across the partner ecosystem.

To ensure you’re set up for success, you will bring the following skillset & experience:

• 8+ years of experience in Channel Sales, Partner Management, Indirect Sales/Direct Sales.
• Experience managing partner ecosystems within enterprise software, SaaS, or technology organizations.
• Strong understanding of the India channel ecosystem, including distributors, system integrators, and strategic partners.
• Proven experience in partner business planning, pipeline generation, and revenue growth.
• Strong commercial, relationship management, negotiation, and stakeholder engagement skills.
• Self-motivated and results-driven, with a disciplined approach to business development and execution.
• Ability to operate effectively in a fast-paced, matrixed, and cross-functional environment.

Why Work Here? Because You’ll Matter.

We’re not hiring for roles—we’re hiring forimpact. At Helix, you’llsolvehard problems, buildsmart solutions, and work with people who challenge and champion you. You’ll see your ideas come to life—and your work make a difference.

We believe intrust, transparency, andgrit. Our culture is inclusive, flexible, and built for people who want to stretch themselves- andsupport others doing the same. Whether you’re remote or in-office, you’ll find space toshow up fully and contribute meaningfully.You won’t be boxed in—you’ll be backed up.

Make Your Mark At Helix

If Helixexcites youbutyou'reunsure if you meet every qualification, we value diverse perspectives and believe the best ideas come from everywhere.

EEOC Statement

Helix is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender, gender expression, gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status asa protected veteran. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.

BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.

We use AI technology to support parts of our recruitment process, but people—not algorithms—make all final hiring decisions. AI may assist with tasks like scheduling, screening for role alignment, or helping us manage large volumes of applications more efficiently. However, candidates are reviewed by a member of our recruitment team, and interviews and hiring decisions are always made by people. We’re committed to ensuring that technology enhances fairness, efficiency, and the candidate experience—never replaces genuine human judgment.

( Returnship@BMC )

Had a break in your career? No worries. This role is eligible for candidates who have taken a break in their career and want to re-enter the workforce.