Position : Senior Channel Sales Manager
Experience Required : 8-10 years in solution selling (Cybersecurity)
Location : Mumbai (Flexible travelling in west region), Delhi, Bangalore
About Cross Identity :
Cross Identity is a leading provider of Identity and Access Management (IAM) solutions, helping enterprises secure digital identities and ensure compliance with global and industry-specific cybersecurity regulations. Our platform is trusted by organizations across BFSI, manufacturing, healthcare, and other regulated sectors.
Role Summary :
We are looking for a Senior Channel Sales Manager - West to spearhead our channel-led growth initiatives across the western region of India, with a focus on Mumbai and surrounding territories. This role is pivotal in scaling our indirect sales engine by expanding, enabling, and nurturing a high-performing ecosystem of cybersecurity resellers, system integrators (SIs), and professional services partners.
As a senior manager within the channel function, you will play a strategic role in driving revenue, strengthening alliances, and delivering joint go-to-market (GTM) success, positioning Cross Identity as the identity security partner of choice in a competitive and rapidly evolving cybersecurity landscape.
Key Responsibilities :
Channel Ecosystem Development :
- Identify, recruit, and onboard high-potential channel partners including VARs, cybersecurity resellers, SIs, and MSSPs in the western region.
Partner Engagement & GTM Execution :
Co-develop and execute strategic business plans with key partners, including joint marketing campaigns, sales plays, and lead-generation activities tailored to regional priorities.Enablement & Sales Acceleration :
Deliver regular sales training, technical enablement, and product updates to empower partners in effectively positioning and selling Cross Identity's IAM solutions.Revenue Ownership :
Drive and exceed regional channel revenue targets through consistent pipeline generation, deal support, and partner-led execution.Internal Alignment :
Act as a bridge between partners and internal teams including pre-sales, marketing, customer success, and product to ensure cohesive execution and strong partner support.Performance Monitoring & Governance :
Track partner KPIs, manage business reviews, ensure deal registration compliance, and drive adherence to partner program policies and standards.Strategic Relationship Management :
Cultivate trusted advisory relationships with CXOs and decision-makers within partner organizations, becoming their go-to contact for IAM and cybersecurity collaboration.Required Skills & Experience :
8-10 years of progressive experience in channel sales or partner management roles, preferably within the cybersecurity or enterprise software space.Proven success in building and scaling regional partner ecosystems, with a strong network among cybersecurity resellers and SIs in Western India.Deep understanding of cybersecurity, particularly Identity & Access Management (IAM), including regulatory and compliance-driven sales (RBI, IRDAI, SEBI).Strong commercial acumen with a track record of meeting or exceeding revenue targets through indirect sales channels.Excellent interpersonal, presentation, and negotiation skills with the ability to influence stakeholders across levels.Self-driven, strategic thinker with the ability to manage complexity and drive outcomes with minimal supervision.Preferred Qualifications :
Prior experience in selling IAM solutions or adjacent technologies (e.g., PAM, MFA, SSO, etc.).Experience in structuring channel incentive programs, MDF utilization, and partner certification tracks.Familiarity with CRM and partner management tools such as Salesforce, HubSpot, or Zoho.MBA or relevant post-graduate degree in Sales, Marketing, or Business Management is a plus.Why Join Cross Identity?
Work with a growing cybersecurity company solving critical identity and compliance challenges.Be part of a high-energy, partner-first culture with leadership support and market recognition.Competitive compensation, performance-based incentives, and career growth opportunities.(ref : iimjobs.com)
