Senior Manager-Cloud Resale

About the Role

We are seeking a Manager/Sr Manager Resale (Cloud & Hyperscaler Channel Sales) to drive our resale and channel sales business across AWS, Microsoft, Google Cloud, and leading ISVs. The ideal candidate will own end-to-end management of cloud resale motions, channel sales alignment, and GTM initiatives to achieve targeted revenue. This role requires a strategic professional with strong experience in managing hyperscaler channel sales, optimizing MDF

programs, negotiating commercial terms, and scaling cloud resale business with a sharp focus on profitability and partner

engagement.

Key Responsibilities

1. Business Growth & Revenue Ownership

• Own and deliver the annual resale target of USD 12M (INR 100 Cr) across hyperscaler and ISV alliances.
• Develop and execute sales plans for AWS, Microsoft, and Google resale channels.
• Identify opportunities for expanding cloud resale business through co-sell, re-sell, and bundled service models.
• Manage pipeline forecasting, deal registration, and quarterly business reviews with alliance partners.

2. Channel sales & Ecosystem Management

• Build and maintain strong relationships with hyperscalers, distributors, and OEMs (AWS, Microsoft, Google, and ISVs).
• Negotiate commercial terms, channel rebates, and MDF (Marketing Development Funds) allocations.
• Ensure compliance with resale programs and maintain required partner tier statuses.
• Drive joint GTM initiatives, campaigns, and enablement sessions with hyperscalers and ISVs.

3. Operations & Governance

• Coordinate with internal finance, sales, and presales teams for accurate billing, invoicing, and margin tracking.
• Streamline procurement and licensing operations for cloud resale.
• Maintain structured documentation of partner agreements, pricing, and deal flow.
• Track utilization of partner funding and ensure ROI on joint marketing programs.

4. Strategic Planning & Insights

• Analyze cloud market trends, channel updates, and pricing models to recommend business growth strategies.

Key Skills

• 610 years of experience in managing cloud/hyperscaler resale business (AWS, Microsoft, Google etc).
• Proven success in resale or channel sales management roles.
• Strong understanding of cloud pricing, licensing, and partner incentive programs.
• Experience working with distributors (Ingram, TD Synnex, Redington, etc.) is a plus.
• Excellent negotiation, stakeholder management, and analytical skills.
• Ability to manage cross-functional collaboration across sales, finance, and channel sales .

Education

• Bachelors degree in Business, Technology, or related field (MBA preferred).
• Certifications in AWS, Microsoft, or Google Partner Programs are a plus.