Owns and grows a SaaS vendor portfolio across traditional and marketplace models. Responsibilities include portfolio strategy, pricing, SKU management, vendor and partner development, incentive programs, sales enablement, go-to-market execution, demand generation, renewals, forecasting, and KPI reporting. The role drives revenue, margin, market share, customer retention, and cloud solution adoption while coordinating vendors, sales, marketing, operations, and renewals teams.
It's fun to work in a company where people truly BELIEVE in what they're doing!
Job Description:
Ingram Micro is a leading technology company within the global information technology ecosystem. With the ability to reach nearly 90% of the world's population, we play a critical role in the IT sales channel, connecting technology manufacturers and cloud providers with business-to-business technology experts worldwide
Key Responsibilities :
- Portfolio Strategy & Growth:
Drive revenue, margin, and market share across assigned SaaS vendors (Dropbox, DocuSign, Acronis, LogMeIn, etc.). Identify, evaluate, and onboard new SaaS vendors to expand the cloud portfolio. Unlock whitespace opportunities, new use cases, and cross-sell motions across new and existing partners. - Program Management:
Execute vendor incentive programs, rebates, and partner promotions. Ensure timely campaign rollouts, strict adherence to program guidelines, and delivery against quarterly targets. - Product Ownership:
Own the SaaS portfolio as a business line across traditional and marketplace models, including pricing strategy, SKU management, bundling, solution positioning, and go-to-market execution. - Sales Enablement:
Enable internal sales teams and channel partners with structured trainings, pitch decks, competitive battle cards, and solution playbooks to accelerate SaaS adoption and upsell. - Partner Development:
Recruit, onboard, and activate new partners. Drive partner productivity through structured engagement plans, certifications, and regular pipeline reviews. - Stakeholder Engagement:
Serve as the primary interface between SaaS vendors (Dropbox, DocuSign, Acronis, etc.), internal sales, marketing, and operations teams. Align joint business plans with vendor account managers and partner development teams. - Demand Generation & Marketing Alignment:
Partner with marketing to design and execute digital campaigns, webinars, and field initiatives to generate pipeline and improve conversion rates. - Renewals & Customer Lifecycle Management:
Collaborate closely with the renewals team to review subscription trends, churn drivers, and expansion opportunities. Define retention, upsell, and cross-sell strategies and guide the renewal team for improved outcomes. - Reporting & Forecasting:
Track and analyze KPIs including revenue, gross margin, attach rate, renewal rate, pipeline coverage, and partner contribution. Deliver periodic business reviews and accurate forecasts to leadership.
Requirements:
- Bachelor’s degree in IT or a related field; MBA is preferred.
- 5–6 years of experience in Cloud Sales, Business Management, or SaaS Portfolio Management.
- Strong understanding of the cloud ecosystem, channel distribution model, and overall cloud industry landscape.
- Good understanding of subscription and licensing models, consumption-based cloud models, API integrations, as well as data backup, security, and compliance concepts
- Proven ability to drive revenue growth, manage vendor relationships, and execute go-to-market strategies.
- Excellent communication, presentation, and stakeholder management skills.
- Certifications in Cloud technologies (SaaS, IaaS, or hyperscaler platforms) are an added advantage.
Ingram Micro Mumbai, Maharashtra, IND Office
Empire Plaza, Building A, 5th Floor, , , Mumbai, Maharashtra , India
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