Sales Specialist

AiStrike; Pune District; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

AiStrike is seeking an experienced Sales Specialist – Channel & Alliances to drive growth through strategic channel partners, alliances, and ecosystems.

The role targets B2B cybersecurity sales, partner-led business development, and enterprise selling, requiring building pipelines with resellers, distributors, MSSPs, SIs, and technology partners while collaborating with Marketing, Product, Engineering, and Customer Success to close complex enterprise opportunities.

Qualifications

• 10–13 years of experience in B2B sales, channel sales, alliances, or business development.
• Strong experience in cybersecurity sales or adjacent technology/SaaS solutions.
• Proven track record of achieving and exceeding sales targets.
• Hands-on experience with channel partners, distributors, resellers, MSSPs, SIs, or technology alliances.
• Strong understanding of enterprise sales cycles and partner-led sales models.
• Experience managing strategic accounts and senior customer/partner stakeholders.

Responsibilities

• Develop and execute channel and partner sales strategies to drive revenue growth.
• Identify, onboard, and manage resellers, distributors, MSSPs, SIs, and technology partners.
• Build strong relationships with partners and key customer stakeholders.
• Generate and manage a healthy sales pipeline through partner-led opportunities.
• Drive opportunities from lead generation to negotiation and closure.
• Conduct partner enablement, product presentations, demos, and joint customer engagements.
• Develop joint go-to-market initiatives with strategic partners.
• Track partner performance, pipeline, forecasts, and revenue targets.
• Collaborate with Marketing, Product, Engineering, and Customer Success teams to support sales opportunities.
• Represent AiStrike at industry events, partner meetings, and cybersecurity forums.

Skills

B2B sales

Channel sales

Alliances

Enterprise selling

Cybersecurity sales

Negotiation

Relationship-building

Tools

CRM platforms

Job description

We are rapidly growing our engineering team after securing $8.5 M in Seed funding from reputable VCs to scale our traction with both existing and new customers. As a team, we leverage AI in our own engineering workflows to build faster as we grow the SaaS-based, multi-tenant cyber defense platform designed to revolutionize security operations. Our platform utilizes patented LLM models and Composite AI to deliver AI-powered detection engineering, automated triage, response automation, and cloud-native security coverage across hybrid environments.

Role Overview

We are looking for an experienced Sales Specialist – Channel & Alliances to drive business growth through strategic channel partners, alliances, and ecosystem relationships.

The ideal candidate will have strong experience in B2B cybersecurity sales, partner-led business development, and enterprise selling. You will be responsible for developing and managing relationships with channel partners, cybersecurity vendors, distributors, and technology alliances to build a strong sales pipeline and accelerate revenue growth.

This role requires a combination of sales expertise, partner management, business development, and cybersecurity domain knowledge.

Key Responsibilities

• Develop and execute channel and partner sales strategies to drive revenue growth.
• Identify, onboard, and manage resellers, distributors, MSSPs, SIs, and technology partners.
• Build strong relationships with partners and key customer stakeholders.
• Generate and manage a healthy sales pipeline through partner-led opportunities.
• Drive opportunities from lead generation to negotiation and closure.
• Conduct partner enablement, product presentations, demos, and joint customer engagements.
• Develop joint go-to-market initiatives with strategic partners.
• Track partner performance, pipeline, forecasts, and revenue targets.
• Collaborate with Marketing, Product, Engineering, and Customer Success teams to support sales opportunities.
• Represent AiStrike at industry events, partner meetings, and cybersecurity forums.

Required Skills & Experience

• 10–13 years of experience in B2B sales, channel sales, alliances, or business development.
• Strong experience in cybersecurity sales or adjacent technology/SaaS solutions.
• Proven track record of achieving and exceeding sales targets.
• Hands-on experience working with channel partners, distributors, resellers, MSSPs, system integrators, or technology alliances.
• Strong understanding of enterprise sales cycles and partner-led sales models.
• Experience managing strategic accounts and senior customer/partner stakeholders.
• Strong negotiation, presentation, communication, and relationship-building skills.
• Ability to independently develop pipeline and close complex enterprise opportunities.
• Strong understanding of cybersecurity solutions and the enterprise security landscape.
• Experience working with CRM platforms and maintaining accurate sales forecasts.

Good to Have

• Existing relationships within the cybersecurity channel ecosystem.
• Experience working with global cybersecurity vendors or security product companies.
• Experience with MSSP, SI, VAR, distributor, or OEM partner ecosystems.
• Exposure to areas such as SOC, SIEM, XDR, MDR, threat detection, threat intelligence, cloud security, or security operations.
• Experience in a high-growth cybersecurity/SaaS organization.
• Experience building a partner program or developing new markets.
• Cybersecurity Domain Knowledge
• Business Development
• Strategic Account Management
• Negotiation & Closing
• Partner Enablement
• Forecasting & Revenue Management
• Stakeholder Management

What We’re Looking For

We are looking for someone who is strongly networked within the cybersecurity ecosystem, understands how partner-led sales work, and can turn channel relationships into measurable business outcomes.

The right candidate should be a self-driven sales professional who can build relationships at the executive level, identify new opportunities, influence partners, and consistently drive revenue.

If you are passionate about cybersecurity, enjoy building strategic partnerships, and have a proven track record in enterprise/channel sales, we would love to hear from you.