Senior Manager Director Channel Sales & Strategic Alliances

About the Role

We are looking for an experienced Channel Sales & Strategic Alliances Leader to build, develop and scale our partner ecosystem across enterprise technology markets. The ideal candidate will have a strong track record in channel sales, strategic partnerships, alliances, distributor management, reseller development and enterprise technology sales.

The person will be responsible for identifying and onboarding technology partners, developing joint go-to-market strategies, generating business through the partner ecosystem and building long-term relationships with OEMs, distributors, system integrators, resellers and enterprise customers.

Key Responsibilities

Channel & Partner Strategy

• Develop and execute the company's channel and partner strategy.
• Identify and recruit new distributors, resellers, system integrators, MSPs and technology partners.
• Build a scalable partner ecosystem across target markets.
• Develop partner segmentation, business plans and revenue targets.
• Establish partner programs, incentives and engagement models.

Strategic Alliances

• Develop strategic relationships with global and regional technology vendors/OEMs.
• Manage relationships with technology alliances and distribution partners.
• Identify opportunities for joint solutions, co-selling and co-marketing.
• Develop strategic partnerships around emerging technologies including AI, cloud, cybersecurity, automation and enterprise software.
• Represent the organization at technology conferences, partner events and industry forums.

Channel Revenue & Business Development

• Own channel revenue and pipeline targets.
• Generate new business through partners rather than relying only on direct sales.
• Develop joint account plans with strategic partners.
• Drive partner-led opportunities from identification through closure.
• Monitor sales pipeline, forecasting, conversion and revenue performance.
• Work closely with direct sales teams to develop joint customer opportunities.

Partner Enablement

• Develop partner onboarding and enablement programs.
• Conduct product/solution briefings and sales enablement sessions.
• Help partners understand the company's value proposition and solutions.
• Develop partner sales kits, presentations, business cases and go-to-market materials.
• Ensure partners are capable of positioning and selling the company's solutions.

Enterprise Technology Solutions

• Artificial Intelligence / Generative AI
• Cloud & Hybrid Cloud
• Cybersecurity
• Data & Analytics
• Enterprise Software
• IT Infrastructure
• Automation
• DevOps / DevSecOps
• SaaS / Managed Services
• Digital Transformation

Market Development

• Identifynew markets, industries and partner opportunities.
• Conduct competitor and market analysis.
• Identify emerging technology trends and translate them into business opportunities.
• Build relationships with CXO-level stakeholders and technology decision makers.

Required Experience

• 12+ years of experience in B2B technology sales, channel sales, alliances or business development.
• Strong experience managing technology partners, distributors, resellers, system integrators or OEM relationships.
• Proven experience in building and scaling a partner ecosystem.
• Experience selling complex enterprise technology solutions.
• Strong understanding of channel-led GTM models.
• Demonstrated experience achieving revenue and business development targets.
• Strong network within the enterprise technology ecosystem.
• Experience working with global technology vendors/OEMs will be highly preferred.
• Experience in the India, USA, Europe, UK, GCC / Middle East market.

Preferred Technology / Ecosystem Exposure

Candidates with experience working with organizations or ecosystems such as IBM, Microsoft, AWS, Google Cloud, Oracle, SAP, Red Hat, VMware/Broadcom, Cisco, Dell Technologies, HPE, Lenovo, HashiCorp, Salesforce, ServiceNow, cybersecurity vendors, AI/ML platforms or enterprise SaaS companies will be preferred.

Key Skills

Channel Sales | Partner Management | Strategic Alliances | Business Development | Partner Ecosystem | Enterprise Sales | Distributor Management | Reseller Management | OEM Partnerships | GTM Strategy | Co-Selling | Partner Enablement | Revenue Growth | Pipeline Management | CXO Engagement | Cloud | AI | Cybersecurity | SaaS | Digital Transformation

Leadership Competencies

• Strategic thinking
• Strong commercial acumen
• Relationship management
• Negotiation and influencing skills
• Executive-level communication
• Partner ecosystem development
• Consultative selling
• Revenue ownership
• Cross-functional leadership
• Market development
• Strong networking ability

Success Measures / KPIs

• Partner-generated revenue
• New strategic partners onboarded
• Partner pipeline generated
• Partner-led opportunities
• Revenue growth
• Partner activation and productivity
• New market development
• Strategic alliance development
• Customer acquisition through partners
• Partner retention and engagement

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