Channel Partner Development Manager

Location: Mumbai

Experience: 612 Years

Industry: Cybersecurity | Compliance | SaaS | IT Services

Reporting To: Vice President Sales

We are seeking a high-performing Partner Development Manager to build and scale a robust partner ecosystem for our Cybersecurity Consulting Services and SaaS Platforms.

Role Description

• Identify, recruit, and onboard strategic partners, including MSSPs, system integrators, IT service providers, compliance consultants, and regional resellers for both services and SaaS platforms.
• Develop and execute a structured partner acquisition strategy aligned with company revenue, geographic expansion, and regulatory-driven demand.
• Build a tiered partner ecosystem (Referral, Reseller, Value-Added Partner, Strategic Alliance).
• Drive partner-led revenue for cybersecurity consulting services
• Expand SaaS platform distribution through channel partners, focusing on recurring subscription revenue (ARR growth).
• Create joint business plans with partners, including revenue targets, account mapping, and vertical focus strategy.
• Enable partners through product training, demo walkthroughs, pricing models, and competitive positioning.
• Structure and negotiate commercial agreements, including margins, revenue share, incentive slabs, and renewal models.
• Monitor the partner pipeline in the CRM, track forecast accuracy, and drive closure momentum.
• Conduct Quarterly Business Reviews (QBRs) to evaluate partner performance and growth plans.
• Improve SaaS renewal rates and encourage multi-year subscription contracts through partners.
• Collaborate with marketing to execute joint campaigns, webinars, regulatory awareness programs, and co-branded initiatives.
• Maintain executive-level relationships with partner leadership (CXOs, CISOs, Compliance Heads).
• Provide strategic inputs to product and leadership teams based on market and partner feedback.

Qualifications

• Proficiency in Business Planning to develop and execute strategic initiatives effectively.
• Experience in managing Channel Partners and overseeing Channel Sales operations.
• Strong skills in Account Management to ensure robust and lasting client and partner relationships.
• Proven expertise in Sales with the ability to achieve and exceed revenue goals.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work collaboratively with cross-functional teams to achieve business objectives.
• Knowledge of the cybersecurity industry and related services is a significant advantage.
• Bachelors degree in Business Administration, Marketing, or a related field is preferred.
• 2+ years in Channel Sales / Partner Development in Cybersecurity or IT SaaS.