Senior Channel Manager - India

Francisco Partners; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Benefits offered by this job

Comprehensive health benefits

Generous paid time off

Tuition reimbursement

Wellness program

Employee ERGs and charitable matching

Job summary

GoTo in Bangalore, India seeks a Senior Channel Manager to own and grow the partner ecosystem. You will develop strategic relationships with SIs, MSPs, VARs, distributors and resellers, and work with direct sales to build a strong channel pipeline.

The role emphasizes joint GTM planning, partner enablement, and revenue growth across India, with a focus on enterprise deals and data-driven outreach.

Qualifications

• 7+ years of channel sales experience in B2B SaaS/IT services
• Proven track record of revenue through partners (SIs, MSPs, VARs, distributors)
• Enterprise sales experience is a plus
• Experience building joint business and go-to-market plans, partner enablement and demand generation
• Strong commercial orientation and presentation skills

Responsibilities

• Develop and grow GoTo's channel business in India
• Build strategic relationships with partners and co-sell with direct sales
• Create joint GTM programs with partners and drive partner-sourced pipeline
• Enable and manage partners with regular reviews, forecasting and performance plans

Skills

Channel sales

B2B SaaS

Enterprise sales

Joint GTM planning

Partner enablement

Presentation skills

Job description

Where you’ll work:

Bangalore, KA, IN

Sales at GoTo

At GoTo, our Sales team connects businesses and people with technology solutions that simplify and empower daily life. We continually improve our approach by using innovation and practical AI to help you find new opportunities, personalize outreach, and deliver results for our customers and partners. Here, you’ll use creative problem-solving and data-driven insights to prospect effectively and match our solutions to each unique need. Join our team, where your ideas and ambition help us better support our customers and shape GoTo’s future.

Your Day to Day

As a Senior Channel Manager – India, you’ll be responsible for building and growing GoTo’s channel business in India. You’ll develop strategic relationships with partners, create joint go-to-market opportunities, and work closely with our direct sales teams to build channel sourced pipeline and revenue.

Partner Strategy & Growth

You will develop and execute strategic business plans with key SIs, MSPs, VARs, distributors, and resellers to expand GoTo’s presence and revenue across India

Pipeline & Revenue

You will identify, develop, and assist closure of partner-sourced and partner-influenced opportunities, working closely with Account Executives and other sales teams to achieve team targets.

Joint Go-to-Market

You will create and execute joint GTM programs with strategic partners, including account mapping, campaigns, webinars, customer events, workshops, and co-selling initiatives to generate qualified pipeline.

Partner Enablement & Performance

You will onboard and enable partners on GoTo’s portfolio, including solutions such as Rescue and Resolve, while establishing regular pipeline reviews, QBRs, forecasting, and performance plans to increase partner productivity.

What We’re Looking For

As a Senior Channel Manager – India, your background will look like:

• 7+ years of experience in channel sales within B2B SaaS, IT technology, or IT services is mandatory.
• Proven track record of delivering revenue through partners, including SIs, MSPs, VARs, distributors, or resellers.
• Enterprise sales experience – Previous Enterprise sales experience would be of advantage.
• Demonstrated experience building joint business and go-to-market plans, including partner enablement, account mapping, demand generation, and co-selling.
• Strong commercial orientation andGood Presentation skills.

What We Offer

At GoTo, we care about helping our people succeed at work and feel supported in life. Our employee benefits and programs are designed to support your well-being, growth, and sense of belonging. Here's what you can expect as part of our team:

• Comprehensive health benefits
• Generous paid time off, including paid holidays, volunteer days, quarterly self-care days, and company-designated no-meeting days
• Tuition reimbursement and access to instructor-led and on-demand learning and development programs
• The Thrive Global Wellness Program, a confidential Employee Assistance Program (EAP), a wellness app and one-on-one wellness coaching
• Employee-led communities and programs, including Employee Resource Groups (ERGs), GoTo Gives, and charitable matching

We work hard to create an environment where everyone feels welcome, respected, and able to contribute. Building a culture of belonging isn't just something we talk about - it's part of how we work every day.

Specific benefits and offerings may vary by country in line with local regulations and market practices.

At GoTo, you’ll find the flexibility, resources, and support you need to thrive—at work, at home, and everywhere in between. You’ll work towards a shared goal with an open-minded, cohesive team that’s greater than the sum of its parts. We’re committed to creating an inclusive space for everyone, because we know unique perspectives make us a stronger company and community. Join us and be part of a company that invests in your future, where together we Be Real, Think Big, Move Fast, Keep Growing, and stay Customer Obsessed.