Partner Manager - India

BMC Software, Inc.; New Delhi; Hybrid; INR 4,200,000 - 6,000,000; Full time

Job summary

BMC Software, Inc. in India is seeking a Channel Manager to drive indirect go-to-market across India. You will collaborate with Sales, Marketing, Partners and regional leadership to grow partner-led pipeline, revenue, and market reach through a robust partner ecosystem.

You will own partner ecosystems, build strategic business plans with partners, manage pipeline and revenue targets, and represent BMC Helix as a trusted advisor across the partner network.

Qualifications

• 8+ years of experience in Channel Sales, Partner Management, Indirect/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.

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

Enterprise software

Job description

Job Summary

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.

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.

Requirements

• 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.

CareerArc Code CA-PC

Hybrid: #LI-Hybrid