Channel Sales Alliance Manager Job at HoduSoft (Ahmedabad)

Channel Sales Manager

As a key member of the APAC team, you will be responsible for scaling iProov’s m...

Location

Singapore , Singapore

Salary:

170000.00 - 180000.00 SGD / Year

iProov

Expiration Date

Until further notice

Requirements

5+ years of demonstrated experience in channel development/management or partner sales, preferably in B2B SaaS, identity verification, or technology sectors
Proven success in partner recruitment, building pipelines and driving revenue growth through channel partnerships
Strong understanding of channel ecosystems, including resellers, integrators, or MSPs
Exceptional prospecting, negotiation, and closing skills
Ability to build and maintain relationships with diverse stakeholders, including C-level executives and technical teams
Experience with CRM tools (e.g., Salesforce) and pipeline management
Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility
Proactive, results-driven approach to new business generation
Ability to prioritize and manage multiple partner accounts effectively
Excellent interpersonal and communication skills, with the ability to influence and motivate partners

Job Responsibility

Recruit, onboard and activate high-potential channel partners, including resellers, system integrators, and strategic alliances to expand reach and drive new revenue
Manage and nurture relationships with existing channel partners to maximize sales of our biometric solutions
Develop and execute joint go-to-market business plans with partners to achieve revenue and growth targets
Own pipeline generation and partner-led bookings
track and meet/exceed partner-sourced revenue targets
Cultivate strong partner relationships from initial outreach through onboarding and activation. Deliver compelling presentations and proposals
Collaborate internally with product, marketing, legal, and sales to create partnership collateral, training, and support frameworks that drive partner performance
Monitor and analyse partner metrics (pipeline, conversion rates, bookings), using data to optimise recruitment strategies and partner performance
Stay abreast of industry and channel trends. Identify emerging opportunities or competitive threats to refine channel engagement tactics
Lead negotiations, draft agreements, define commercial terms, SPIFs, incentives, commercial models, and go-to-market commitments

What we offer

Share Options
SG iProov Benefits

Fulltime

Senior Director, Global Partner Sales

At JFrog, we don't just secure and accelerate software - we empower our partners...

Location

France , Paris

Salary:

Not provided

JFrog

Expiration Date

Until further notice

Requirements

15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies
6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe
Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals
A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment
Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred)
Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement
Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience

Job Responsibility

Channel Sales Strategy & Execution: Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network
Channel Sales Operations, drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
Team Leadership & Scaling: Build, manage, and mentor a high-performance team of Partner Account Managers. Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business
New Logo Activation: Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories
Ecosystem Development: Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability
Strategic Alliance Engagement: Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals
Governance & Enablement: Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team. Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform
Operational Command: Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting

Head of Channel

The Head of Channels and Alliances is a highly collaborative, influential, and e...

Location

United States

Salary:

Not provided

Cyware

Expiration Date

Until further notice

Requirements

US Citizenship is a requirement of this position in accordance with 8 U.S.C 1324b(a)(2)(C)
Possess Bachelor's degree or equivalent experience
MBA preferred
At least 15 years of work experience in cybersecurity product organizations with a minimum 5 years of work experience in channel alliances
Successful track record of understanding company strategy and driving revenue out of channel alliances and partnerships and achieving targets
Ability to articulate a vision of the future landscape and all of the supporting steps necessary to achieve that vision, taking into account potential challenges and coming up with appropriate solutions
Be a clear and effective communicator with excellent verbal and written skills
Possess in-depth technical knowledge in one or more domains relevant to SaaS and security, and creating innovative solution architectures
Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering
Demonstrated excellence in strategic thinking, analytic decision making, and troubleshooting skills

Job Responsibility

Set the vision for the optimal partner program given our product positioning and competitive advantages
Identify, recruit, and onboard global, national and regional partners that align with our vision and objectives
Help execute product strategy through sourcing and managing channel alliances
Ownership of the entire channel alliance lifecycle, from lead to launch
Define and oversee internal resources to support the partner program
Design and drive sales enablement programs for our partners
Grow and maintain the sales channel
Build and nurture relationships across partners
Provide market feedback to our product teams
Develop and execute on key partner infrastructure, including processes, forecasting, compensation, training, and operational initiatives

What we offer

comprehensive benefits package including time off, paid holidays, retirement plans, insurance coverage and much more
access to a number of professional development opportunities
competitive compensation packages

Fulltime

Director, Cloud Alliances, AWS

This role is responsible for driving new business partnerships from recruitment,...

Location

United States , Seattle

Salary:

220000.00 - 265000.00 USD / Year

JFrog

Expiration Date

Until further notice

Requirements

10+ years of experience with partners and complex partner relationships
5+ years experience with cloud SI partners
Strong sales experience is a must. Proven sales ability including: pricing, relationship building, management, and consultative selling.
Must be highly self-motivated and have the ability to work within company policy, targets, and budget.
Must have strong operational and project management skills with willingness to roll up sleeves and dive into the smallest details
Excellent oral and written communication skills.
Strong teamwork and collaboration skills.
Proven success working in a fast-paced environment.
Builder mentality.
Inspirational team leader.

Job Responsibility

Recruit Strategic Cloud SI Partners for revenue generation in targeted markets.
Drive contract negotiations from start to finish working with JFrog legal team and the Cloud SI Partner leveraging channel program framework.
Develop Partnership milestones as part of the agreement, and build and execute a management system with the partner to ensure milestones are met.
Perform account mapping exercises to identify and target key customers to achieve contract objectives.
Manage sales training to motivate partner and JFrog sales teams.
Assure partners have up-to-date knowledge of new products, features, roadmap, and any other updates.
Develop and maintain strong working relationships at the executive level with key partners.
Ensure corporate direction, branding, and messaging guidelines are followed.
Meet quarterly sales objectives.
Accountable for and compensated on quarterly revenue/booking targets.

What we offer

Equity package of restricted stock units (RSU)
Eligibility to participate in our Employee Stock Purchase Plan
Comprehensive benefits including medical, dental, vision, retirement, wellness and much more
May be eligible for discretionary bonuses or commission payments.

Fulltime

Distribution Partner Manager

Figma’s distribution partnerships team is focused on unlocking new sources of re...

Location

United Kingdom , London

Salary:

Not provided

Figma

Expiration Date

Until further notice

Requirements

7+ years of total experience in equivalent or relevant fields
3+ years of experience in a GTM organization working with external professional services organizations (SIs, agencies, consulting firms) and / or GTM partners (channel resellers, marketplaces, referral partners)
Built partner tactics, programs, and / or strategies from scratch
Managed relationships with multiple strategic partners at once to drive new business

Job Responsibility

Identify, evaluate, and onboard new prospects for our official service partner program
Partner with Figma’s GTM teams to source, scope, and progress partner-influenced sales opportunities
Manage stakeholder relationships with both official and unofficial distribution partners - including identifying new co-marketing and co-selling opportunities
Foster long-term relationships with partners by creating mutual success plans - including documenting wins and monitoring defined KPIs to hold both Figma and our partners accountable
Evaluate opportunities to mature and streamline our relationships with resellers in context of Figma's existing sales model
Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with our partner enablement team
Develop and nurture internal relationships with sales, marketing, customer experience, and product teams by advocating the benefits our wider partner network

Fulltime