Channel Partnerships & Business Development Lead (B2B SaaS)

Channel Partnerships & Business Development Lead (B2B SaaS)

Location: Gurgaon (NCR)

Employment Type: Full-Time

Experience Required: 5+ Years

Reporting To: Founder / Managing Director

About the Role

We are a fast-growing technology company headquartered in Gurgaon, looking for a senior Channel Partnerships & Business Development Lead to drive the growth and distribution of our AI-powered CRM platform.

This is a partnerships-focused, commercially driven role responsible for building, activating, and managing a network of channel partners, including IT resellers, VARs, system integrators, referral networks, and industry associations. This role entails ongoing partner account management to ensure partners are enabled, engaged, and contributing to revenue growth. Separately, this person is also required to work on several business development activities such as organic LinkedIn marketing through issuing fresh posts and content on a regular basis and supporting business development activities for other revenue streams of the business and its subsidiaries.

Key Responsibilities

Channel Partner Acquisition

• Identify, approach, and onboard IT resellers, VARs, system integrators, technology consultants, and strategic partners.

• Build and manage a structured partner acquisition pipeline from prospecting through onboarding.

• Develop relationships with partners already working with SME-focused technology platforms.

• Establish partnerships that drive lead generation, pipeline growth, and revenue.

Partner Account Management

• Serve as the primary point of contact for all channel partners.

• Conduct regular partner reviews covering pipeline, performance, enablement, and growth opportunities.

• Ensure partners have access to relevant sales and marketing resources, including demos, pitch decks, sector-specific collateral, and objection-handling materials.

• Monitor partner performance and implement improvement plans where required.

• Build and manage a tiered partner program including referral, co-sell, and strategic alliance partners.

Professional Referral Network Development

• Build and manage referral partnerships with Chartered Accountants, Company Secretaries, consultants, and advisory firms.

• Structure referral programs and commercial agreements.

• Drive engagement through events, outreach campaigns, and co-branded initiatives.

• Ensure strong partner relationships and timely commission management.

Industry & Ecosystem Partnerships

• Develop relationships with industry associations, business networks, and SME-focused organizations.

• Create co-marketing opportunities, member engagement programs, and strategic partnerships.

• Represent the company at industry events, networking forums, and business conferences.

Revenue & Performance Management

• Track and manage partner-sourced pipeline and revenue.

• Maintain accurate reporting on partner activities, opportunities, and performance metrics.

• Provide regular updates to leadership on partnership growth, pipeline health, and commercial outcomes.

• Own revenue targets generated through channel partnerships.

Required Qualifications

• 5+ years of experience in Channel Partnerships, Alliances, Business Development, or Partner Management within SaaS, Software, Technology, or B2B businesses.

• Proven track record of acquiring, managing, and scaling channel partner networks.

• Experience working with multiple stakeholder groups and driving revenue through partnerships.

• Strong commercial and negotiation skills.

• Excellent relationship-building and communication abilities.

• Highly organized with strong pipeline and CRM management skills.

• Comfortable working in a fast-paced startup environment.

Preferred Qualifications

• Existing network of IT resellers, VARs, technology consultants, or SME-focused partners.

• Experience selling CRM, ERP, or SaaS products.

• Exposure to professional referral networks and industry associations.

• Additional language skills would be an advantage.

Why Join Us

• Opportunity to build and own the channel partnership function from the ground up.

• Work with a market-ready AI-powered CRM platform.

• Significant growth opportunities with potential to build and lead a larger partnerships team.

• High visibility role with direct access to company leadership.

• Opportunity to make a measurable impact on business growth and market expansion.

To Apply

Please apply with your updated resume and a brief summary of your most relevant channel partnerships and business development experience.