The Partner Sales Manager drives B2B sales through channel partners in India and SEA, builds partnerships, generates leads, and supports co-selling efforts with the internal sales team to achieve revenue targets.
Where You Fit In:
This role focuses on driving new B2B sales through channel partners across India and Southeast Asia. It’s an individual contributor position responsible for leveraging local partners (resellers, system integrators, etc.) to generate a high-quality sales pipeline and fuel revenue growth. Success in this role requires collaborating closely with partners to source leads and qualify opportunities, resulting in aggressive pipeline and new customer acquisition.
Impact You Will Make in the Role (Key Responsibilities):
- Partner Relationship Management: Build and nurture strong relationships with local channel partners (resellers, SIs, tech partners). Empower existing partners, resulting in growth opportunities and mutually beneficial outcomes for both parties. Serve as their trusted point of contact, understanding their business and helping them succeed with our solutions.
- Pipeline Generation & Qualification:Proactively prospect, identify, and qualify opportunities in collaboration with partners. Leverage partners’ customer networks and market insights to source high-quality leads.
- Co-Selling & Deal Execution: Work closely with our direct sales team (Account Executives). Coordinate joint sales calls, meetings with partner sales teams to qualify and support in closing deals. Ensure a smooth handoff of qualified opportunities to AEs.
- Partner Enablement: Train and enable partner sales staff to effectively sell our product. This includes sharing sales collateral, arranging product demos or training sessions, and even helping partners achieve any certifications that enhance their capability.
- Marketing & Demand Generation: Collaborate with partners and our Marketing team on joint events, workshops, or campaigns to generate demand. Support any co-marketing initiatives/joint demand-generation activities (events, workshops, campaigns) to fill the top of the funnel with relevant prospects.
- Performance Tracking:Monitor key metrics and progress. You will be measured on partner-sourced pipeline generation and closure. Track partner-driven pipeline created, and partner engagement levels. Provide regular pipeline and forecast updates to leadership, and use data to refine your partner strategy.
- Market Feedback & Growth: Stay attuned to market trends in the region and gather feedback from partners and customers. Identify new partnership opportunities or market segments to pursue. Continuously refine our channel strategy to expand coverage in India and SEA.
What You Will Bring (Qualifications/Experience):
- Experience:3+ years in B2B sales, partnerships, or business development, with proven success in hitting targets through channel partners.
- Track Record:Demonstrated history of achieving and exceeding targets or driving significant revenue through partnerships. You have success stories of initiating partnerships that led to substantial new business.
- Relationship & Communication Skills: Excellent communication, presentation, and interpersonal skills. Able to build trust and influence at multiple levels – from partner sales reps up to their executives. Comfortable negotiating terms and navigating multi-party sales cycles.
- Strategic & Self-Driven: A strategic thinker who can craft partnership plans aligned with business goals, while also being execution-oriented and hands-on with details. Analytical mindset to interpret pipeline metrics and sales data. Highly proactive and entrepreneurial – a self-starter who takes ownership of targets and can adapt quickly in a fast-paced environment.
- Education:Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).
Beneficial /Preferred Experience:
- Market & Product Knowledge: An understanding of the enterprise software/SaaS market will be good to have. Familiarity with the partner ecosystem in India/SEA – e.g. knowing key regional SIs, resellers, or cloud platforms – is a big plus.
- MBA or advanced degree is a bonus but not required.
Top Skills
B2B Sales
Channel Partners
SaaS
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