Partner Sales Manager
Rubiscape · Pune · onsite · Posted 21d ago
About a minute. You'll make an account on the way through.
About this role
About the Role
Rubiscapes channel ecosystem is the backbone of its enterprise growth motion across India and emerging global markets. As Partner Sales Manager, you will own the end-to-end health of a portfolio of System Integrator, VAR, and Cloud partners from onboarding and enablement through co-sell execution and revenue attainment. You will operate at the intersection of Rubiscapes platform capabilities and partner field teams, translating technical depth into joint business outcomes for CDO, CIO, and CISO audiences at Fortune 500 accounts.
Recruit, onboard, and develop a portfolio of Silver/Gold/Platinum tier SI, VAR, and Cloud reseller partners aligned to Rubiscapes partner programme tiers and MDF investment criteria.
Drive co-sell pipeline creation with partners by jointly identifying, qualifying, and progressing enterprise opportunities across RubiFlow, RubiStudio, RubiSight, and RubiAI studios.
Execute joint business planning (QBRs, annual territory plans, pipeline reviews) with top-tier partners to align on revenue targets, headcount certifications, and demand-generation activities.
Coordinate deal registration, pricing approvals, and competitive displacement strategies with internal pre-sales, product, and channel operations teams.
Enable partner sales engineers and account executives on Rubiscapes platform differentiation 3 faster pipelines, 5 lower TCO,
Track partner pipeline health, bookings attainment, and MDF utilisation in CRM; report metrics to Partner Sales leadership on a weekly cadence.
Represent Rubiscape at partner summits, ecosystem events, and joint executive briefings to deepen strategic relationships and accelerate partner mindshare.
Requirements
5+ years of channel / partner sales experience in enterprise software, SaaS, data, or AI platforms.
Demonstrated track record of managing SI and reseller partner ecosystems with documented revenue attainment (individual or team quota \u20b910 Cr+ preferred).
Deep understanding of channel mechanics: deal registration, MDF governance, partner-tier frameworks, co-sell motions, and margin structures.
Ability to engage CXO-level stakeholders (CDO, CIO, CISO) with a consultative, value-based sales approach.
Strong cross-functional collaboration skills to align pre-sales, product marketing, and legal around complex partner-led deals.
Bachelors degree in Engineering, Computer Science, Business, or a related field.
Nice to Have
Prior experience selling or positioning AI/ML, data engineering, or BI platforms (Databricks, Snowflake, Tableau, Power BI, or similar).
Existing relationships within major Indian SI houses (TCS, Infosys, Wipro, HCL, Tech Mahindra) or cloud ecosystem teams (AWS, Azure, GCP).
Exposure to regulated-sector verticals: BFSI, manufacturing, healthcare, or government.
MBA from a recognised institution.
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