Channel Sales ManagerConfidential • Noida, India
Channel Sales Manager
Confidential • Noida, India
30+ days ago
Job descriptionBuild 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. 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. Build dashboards and reports to track channel contribution, revenue growth, and profitability. Support leadership in quarterly planning and business reviews. 6–10 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 . Bachelor's degree in Business, Technology, or related field (MBA preferred). Certifications in AWS, Microsoft, or Google Partner Programs are a plus.
About the Role
We are seeking a Channel Sales 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
3. Operations & Governance
4. Strategic Planning & Insights
Analyze cloud market trends, channel updates, and pricing models to recommend business growth strategies.
Key Skills & Experience
Education
Skills Required
Microsoft, Google Cloud, Licensing, Aws
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Channel Sales Manager • Noida, India
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