Job Description & How to Apply Below
Mumbai
Experience:
6–12 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.
Bachelor’s degree in Business Administration, Marketing, or a related field is preferred.
2+ years in Channel Sales / Partner Development in Cybersecurity or IT SaaS.
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