Territory Sales Manager (Channel)

Rubiscape; Pune District; On-site; INR 1,800,000 - 4,200,000; Full time

Job summary

Rubiscape seeks a Territory Sales Manager (Channel) in Pune to own partner-led pipeline and revenue attainment. You will collaborate with authorised resellers, regional SIs, and cloud partners to manage the full sales cycle from territory planning to close, in a strong partner-first motion.

You will engage CDO/CIO and data leaders, drive demo and PoC stages, and manage deal registrations, pricing approvals, and margins in coordination with channel ops.

Qualifications

• 3–6 years of territory or field sales experience in B2B enterprise software/SaaS.
• Demonstrated quota attainment history (₹5–15 Cr individual target).
• Comfort engaging technical and business audiences—discuss data pipelines, ML model deployment, BI/analytics at a conceptual level.

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 Rubiscape’s 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

Territory sales experience

B2B enterprise software

SaaS

Quota attainment history

MEDDIC/Challenger/SPIN

Opportunity management (20–50)

Engineering/Business degree

Education

Bachelor’s degree in Engineering/Business Administration

Tools

SalesforceCRM

Job description

The Territory Sales Manager (Channel) isRubiscape’s primary field-level owner for partner-led pipeline development andrevenue attainment within a defined set of accounts and geographies. Workingclosely with authorised resellers, regional SIs, and cloud marketplacepartners, you will orchestrate the full sales cycle from territory coverageplanning through commercial close. This role is ideal for a driven enterprisesales professional who thrives in a partner-first motion, can navigate complexmulti-stakeholder deals, and is energised by positioning a differentiated,IP-rich platform — Rubiscape’s six-studio Decision Intelligence suite — againstlegacy BI and siloed AI tools.

Key Responsibilities

• Ownterritory revenue targets by activating and managing a defined set of channelpartners to identify, qualify, and close enterprise opportunities acrossassigned accounts.
• Developand maintain an active territory pipeline of ≥4× quota coverage through jointprospecting, partner-referred introductions, and inbound lead routing.
• Conductpartner enablement sessions on Rubiscape’s platform positioning, competitivedifferentiation, and ROI framework to improve partner-led pitch quality andconversion rates.
• Engagedirectly with prospect CDO, CIO, and data leadership teams alongside partneraccount managers to drive discovery, demo, and proof-of-concept stages.
• Managedeal registration hygiene, pricing approvals, and partner margin structures incoordination with channel operations and finance.
• Provideaccurate weekly pipeline forecasts and territory coverage reports to theRegional Partner Sales Manager.
• Identifycross-sell and upsell opportunities in existing partner-managed accounts,particularly expanding from single-studio deployments to full-platformadoption.

Nice to Have

• Familiaritywith enterprise data platform deals involving Snowflake, Databricks, AzureSynapse, or comparable technologies.
• Priorexperience at an Indian SI, cloud distributor, or technology VAR.
• Understandingof procurement cycles in BFSI, manufacturing, or government verticals.
• SalesforceCRM proficiency with demonstrated pipeline hygiene discipline.

About Rubiscape

Rubiscape is India’s leading DecisionIntelligence Platform, unifying data engineering, BI, machine learning, andagentic AI in a single governed platform. Built in Pune and trusted by Fortune500 enterprises across BFSI, manufacturing, healthcare, and government. 8international innovation patents. 10 Industry-Academia Labs & COEs. From BIto AI — One Platform. Every Decision.

Requirements

• 3–6 yearsof territory or field sales experience in B2B enterprise software, SaaS, ortechnology solutions, with a strong preference for channel-led or co-sellmodels.
• Demonstratedquota attainment history (₹5–15 Cr individual target range).
• Comfortengaging technical and business audiences — able to discuss data pipelines, MLmodel deployment, and BI/analytics use cases at a conceptual level.
• Experienceworking within a structured sales methodology (MEDDIC, Challenger, SPIN, orequivalent).
• Strongorganisational skills: ability to manage 20–50 active opportunities acrossmultiple partners and accounts simultaneously.
• Bachelor’sdegree in Engineering, Business Administration, or a related field.