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.