Role Summary
The Enterprise Sales Manager Enterprise & Channel Sales is responsible for driving new logo acquisition, expansion revenue, and long-term account growth through a hybrid direct + channel-led sales model.
This role manages named enterprise / strategic accounts, develops and implements joint go-to-market (GTM) plans with channel partners, and ensures strong pipeline creation, deal execution, and forecast accuracy for cybersecurity products.
The ideal candidate should possess deep enterprise sales experience in cybersecurity, demonstrate robust partner ecosystem execution skills, and have the capability to close complex, multi-stakeholder deals in collaboration with distributors, resellers, MSSPs, and GSIs.
Key Responsibilities
1. Enterprise Account Ownership
- Manage and grow named strategic and enterprise accounts across major verticals, including BFSI, IT/ITeS, Manufacturing, Healthcare, Government, and Telco.
- Develop multi-year account plans encompassing:
- Wallet share expansion
- Cross-sell and upsell of cybersecurity products
- Renewal and expansion pipeline
- Build relationships with CISO/SOC Team and Procurement stakeholders.
- Achieve quarterly and annual revenue targets through well-defined execution plans.
2. Channel-Led Sales Execution
- Drive revenue through VARs, MSSPs, SIs, and Cloud/Managed Security partners.
- Collaborate on joint account planning with partners, covering:
- Target account mapping
- Use-case positioning
- Partner role clarity (lead, influence, deliver, support)
- Foster partner-sourced and partner-influenced pipeline development.
- Enable partners in:
- Product positioning
- Competitive differentiation
- Deal qualification and closure
- Ensure deal hygiene - registration, pricing approvals, margin alignment, and partner commitment.
3. Pipeline & Deal Management
- Oversee end-to-end deal execution processes, including:
- Lead qualification
- Technical validation (with Sales Engineers)
- Commercial negotiation
- Legal and procurement closure
- Maintain a healthy 35 pipeline coverage.
- Ensure accurate forecasting following weekly and monthly cadences.
- Navigate complex enterprise buying cycles, including RFPs, RFIs, and security assessments.
4. Cybersecurity Solution Selling
- Position and sell cybersecurity products in areas such as:
- SOC platforms and analytics
- Translate customer pain points into value-based security outcomes.
- Collaborate closely with Sales Engineering, Product, and Marketing to win deals.
5. GTM & Market Execution
- Execute regional GTM initiatives, including:
- Partner events and workshops
- Account-based marketing (ABM) programmes
- Industry-specific campaigns
- Provide market feedback on:
- Product gaps
- Competitive positioning
- Pricing and packaging
- Support new partner onboarding and ramp-up for assigned territories or accounts.
Key Performance Indicators (KPIs)
- Revenue achievement (Quarterly / Annual)
- New logo acquisition
- Expansion revenue from existing accounts
- Partner-sourced & partner-influenced pipeline
- Win rate and deal cycle time
- Forecast accuracy
- Partner engagement effectiveness
Required Experience & Skills
Experience
- 10+ years in B2B enterprise technology sales
- 6 8+ years in cybersecurity product sales- Preferable
- Proven experience selling through channel ecosystems
- Track record of closing large, complex enterprise deals (2 crore 5 crores)
Skills
- Strong enterprise account management & negotiation skills
- Deep understanding of channel sales motions
- Ability to manage multiple partners without channel conflict
- Executive-level communication and stakeholder management
- Strong commercial and financial acumen
Preferred Background
- Experience with global or regional cybersecurity OEMs / ISVs
- Experience selling to regulated industries (BFSI, Government, Healthcare)
- Familiarity with cloud marketplaces and managed security models
Education
- Bachelor's degree in Engineering, Technology, or Business
Why This Role Matters
This role is instrumental in scaling enterprise revenue by integrating direct account ownership with disciplined channel execution. It ensures predictable growth, robust partner alignment, and sustained customer success in a competitive cybersecurity market.
