Drive partner-generated pipeline, new ARR, and customer acquisition across India. Build joint business plans with distributors, resellers, systems integrators, and technology alliances; activate high-potential partners; enable partner sales and technical teams; manage account mapping, deal registration, governance, channel conflicts, and partner performance; and collaborate with direct sales teams to develop and close opportunities.
Description
At AlgoSec, What you do matters!
AlgoSec helps the world’s leading organizations secure application connectivity across hybrid and multi-cloud environments. Trusted by more than 2,300 global organizations, our platform delivers visibility, security policy management, risk reduction, and compliance automation across complex enterprise networks.
As we continue to expand our cloud and enterprise business globally, we are looking for a Channel Manager to drive incremental sales and foster the growing AlgoSec channel ECO-System. In this role, you will work closely with our partners to successfully ensure customer satisfaction and that business goals are met within the territory.
Reporting to: Regional Sales Director
Location: Mumbai /Bangalore, India (Home office)
Direct employment
What You’ll Do
- Drive the creation of partner-initiated pipeline and New ARR across India, generating incremental opportunities beyond those originated by the direct sales organization.
- Build and execute joint business plans with AlgoSec’s strategic distributors, leveraging their reseller ecosystem, enterprise relationships and market reach to create new business.
- Identify and activate high-potential Tier 1 and Tier 2 partners, SIs and large account resellers capable of generating meaningful pipelines.
- Drive structured account mapping and whitespace exercises with RSMs, distributors and strategic partners to gain access to AlgoSec’s target enterprise accounts.
- Build sustained AlgoSec mindshare across the India cybersecurity partner ecosystem, positioning AlgoSec around application connectivity, network security policy management and automation across hybrid and multi-cloud environments.
- Establish quarterly business plans, pipeline targets and joint GTM initiatives with strategic partners and measure their performance against pipeline and revenue outcomes.
- Enable partner sales and technical teams to independently identify, position and qualify AlgoSec opportunities within their customer base.
- Collaborate closely with RSMs from opportunity identification through closure, while maintaining clear accountability for the partner-generated component of the pipeline.
- Develop opportunities through strategic technology alliances and routes to market including Cisco, AWS/cloud marketplaces and other relevant ecosystem partners.
- Drive partner-led new-logo acquisition as well as expansion opportunities within the AlgoSec installed base.
- Manage deal registration, partner engagement and channel conflicts while maintaining appropriate partner governance.
- Regularly review partner productivity and focus AlgoSec resources on partners capable of delivering sustainable pipeline and revenue.
What We’re Looking For
- 7+ years of enterprise technology/channel experience, preferably within cybersecurity, network security or adjacent infrastructure software.
- Bachelor's degree in Engineering, Business, Management, Marketing, or related field
- through account planning with Tier 1 and Tier 2 Channels/Partners
- Experience in selling B2B SW technology. Experience in selling cybersecurity solutions directly through channels is an added advantage
- Track record of success in establishing new strategic partnerships in India region and helping partners in scaling their business revenue
- Experience using Salesforce
- Self-starter, business-driven, positive and with an energetic attitude
- Great communicator, ability to work with various organizational levels and stakeholders
- Demonstrated ability to exceed quarterly quota
- Strong written and interpersonal communications and presentation skills
- English written and verbal skills at a very high level
- Willingness to travel up to 50% of the time
- Proven track record of personally building partner-initiated pipeline and delivering closed revenue through distributors, Tier 1/Tier 2 resellers and system integrators in India.
- Strong existing relationships across the Indian cybersecurity channel ecosystem, with demonstrated ability to activate partners and gain access to large enterprise accounts.
AlgoSec is an Equal Opportunity Employer committed to creating a friendly, diverse, and inclusive company culture.
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