Territory Sales Manager (Channel)

Rubiscape; Pune District; On-site; INR 50,000,000 - 150,000,000; Full time

Job summary

Rubiscape, based in Pune, India, is seeking a Territory Sales Manager (Channel) to lead partner-led pipeline and revenue within a defined geography. You will co-sell with SIs, resellers, and cloud partners to close enterprise opportunities.

The ideal candidate has 3–6 years in B2B enterprise software sales, a track record of quota attainment, and comfort with data, BI, and ML use cases. A structured sales approach is essential for success.

Qualifications

• 3–6 years of territory or field sales experience in B2B enterprise software or SaaS.
• Demonstrated quota attainment history with ₹5-15 Cr target.
• Comfort discussing data pipelines, ML models deployment, and BI/analytics use cases at a conceptual level.
• Experience with structured sales methodologies (MEDDIC, Challenger, SPIN, or equivalent).
• Strong organisational skills: manage 20–50 active opportunities across multiple partners and accounts.

Responsibilities

• Own territory revenue targets by activating and managing channel partners to identify, qualify, and close enterprise opportunities across assigned accounts.
• Develop and maintain an active territory pipeline of 4 quota coverage through joint prospecting, partner-referred introductions, and inbound lead routing.
• Conduct partner enablement sessions on platform positioning, competitive differentiation, and ROI framework to improve partner-led pitch quality and conversion rates.
• Engage directly with prospect CDO, CIO, and data leadership teams alongside partner account managers to drive discovery, demo, and proof-of-concept stages.
• Manage deal registration hygiene, pricing approvals, and partner margin structures in coordination with channel operations and finance.
• Provide accurate weekly pipeline forecasts and territory coverage reports to the Regional Partner Sales Manager.
• Identify cross-sell and upsell opportunities in existing partner-managed accounts, expanding from single-studio deployments to full-platform adoption.

Skills

Channel sales

B2B enterprise software

SaaS sales

Education

Bachelor's degree in Engineering

Business Administration

Tools

Salesforce CRM

Job description

About the Role

The Territory Sales Manager (Channel) is Rubiscapes primary field-level owner for partner-led pipeline development and revenue attainment within a defined set of accounts and geographies. Working closely with authorised resellers, regional SIs, and cloud marketplace partners, you will orchestrate the full sales cycle from territory coverage planning through commercial close. This role is ideal for a driven enterprise sales professional who thrives in a partner-first motion, can navigate complex multi-stakeholder deals, and is energised by positioning a differentiated, IP-rich platform Rubiscapes six-studio Decision Intelligence suite against legacy BI and siloed AI tools.

Key Responsibilities

• Own territory revenue targets by activating and managing a defined set of channel partners to identify, qualify, and close enterprise opportunities across assigned accounts.
• Develop and maintain an active territory pipeline of 4 quota coverage through joint prospecting, partner-referred introductions, and inbound lead routing.
• Conduct partner enablement sessions on Rubiscapes platform positioning, competitive differentiation, and ROI framework to improve partner-led pitch quality and conversion rates.
• Engage directly with prospect CDO, CIO, and data leadership teams alongside partner account managers to drive discovery, demo, and proof-of-concept stages.
• Manage deal registration hygiene, pricing approvals, and partner margin structures in coordination with channel operations and finance.
• Provide accurate weekly pipeline forecasts and territory coverage reports to the Regional Partner Sales Manager.
• Identify cross-sell and upsell opportunities in existing partner-managed accounts, particularly expanding from single-studio deployments to full-platform adoption.

Nice to Have

• Familiarity with enterprise data platform deals involving Snowflake, Databricks, Azure Synapse, or comparable technologies.
• Prior experience at an Indian SI, cloud distributor, or technology VAR.
• Understanding of procurement cycles in BFSI, manufacturing, or government verticals.
• Salesforce CRM proficiency with demonstrated pipeline hygiene discipline.

About Rubiscape

Rubiscape is Indias leading Decision Intelligence Platform, unifying data engineering, BI, machine learning, and agentic AI in a single governed platform. Built in Pune and trusted by Fortune 500 enterprises across BFSI, manufacturing, healthcare, and government. 8 international innovation patents. 10 Industry-Academia Labs COEs. From BI to AI One Platform. Every Decision.

Requirements

• 3-6 years of territory or field sales experience in B2B enterprise software, SaaS, or technology solutions, with a strong preference for channel-led or co-sell models.
• Demonstrated quota attainment history (₹5-15 Cr individual target range).
• Comfort engaging technical and business audiences able to discuss data pipelines, ML model deployment, and BI/analytics use cases at a conceptual level.
• Experience working within a structured sales methodology (MEDDIC, Challenger, SPIN, or equivalent).
• Strong organisational skills: ability to manage 20-50 active opportunities across multiple partners and accounts simultaneously.
• Bachelors degree in Engineering, Business Administration, or a related field.

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