Job Purpose / Summary
The Channel Manager will be responsible for developing, enabling, and managing 1Kosmos’ ecosystem of distributors, resellers, and system integrators across India. The role requires building trusted relationships with partner executives, driving joint go-to-market strategies, and ensuring that partners generate measurable pipelines, bookings, and customer success in both the commercial and public sector. This position will also involve close collaboration with internal sales, marketing, pre-sales, and customer success teams to accelerate partner-led revenue.
Key Responsibilities
- Channel Strategy & Planning
- Develop and execute a channel business plan aligned with 1Kosmos’ India growth targets. Potential to expand across Middle East-Africa (MEA) and South East Asia.
- Segment partners (distributors, resellers, SIs) by potential and build tiered engagement/enablement models.
- Ensure public sector distribution partners are fully compliant with government procurement/tender requirements.
- Partner Recruitment & Onboarding
- Identify and recruit high-potential partners to expand 1Kosmos’ coverage in India.
- Drive onboarding programs including product training, sales/technical enablement, and joint account planning.
- Pipeline Development & Co-Selling
- Work with partners to develop joint pipelines through account mapping, lead sharing, and marketing campaigns.
- Support partners in driving opportunities, RFP responses, and proof-of-concepts with Seclore resources.
- Track and manage partner-sourced vs. partner-influenced pipeline in CRM, ensuring accurate forecasting.
- Enablement & Incentives
- Deliver regular partner training sessions (sales and technical).
- Design incentive structures to drive deal registrations, certifications, and revenue attainment.
- Run quarterly business reviews (QBRs) with key partners to align on goals and track progress.
- Execution & Governance
- Enforce 1Kosmos’ channel policies, including deal registration, pricing, and compliance guidelines.
- Monitor distributor stock, credit, and order fulfillment cycles.
- Ensure marketing development funds (MDF) and partner campaigns are well utilized with measurable ROI.
Requirements
- 6–10 years of experience in enterprise IT/security sales with at least 4+ years in channel management in India.
- Strong relationships with major Indian distributors, SIs, and resellers.
- Demonstrated success in building and executing joint GTM strategies with partners.
- Familiarity with government/public sector distribution models, tender processes, and compliance frameworks.
- Strong negotiation and conflict resolution skills.
- Excellent communication and presentation skills, with ability to influence senior partner executives.
- Proficiency with Hubspot (or other CRM), partner portals, and partner marketing tools.
Preferred / Nice to Have
- Previous experience at security vendors such as Okta, SailPoint, Juniper, Palo Alto, Cisco, etc.
- Exposure to both commercial enterprise and regulated public sector environments.
- Understanding of Indian data protection, privacy, and compliance regulations.
- Ability to manage multi-tier distribution Performance Metrics / KPIs.