Mid Channel Sales Manager

Position: Mid Channel Sales Manager

Experience Required: 5-7 years in solution selling (Cybersecurity)

Location: Delhi

Cross Identity is a pioneer in Converged Identity and Access Management, acclaimed by top analysts across the globe. Our platforms have achieved the distinction of being the first Identity Fabric in the industry. Our technology is used in numerous countries and various industries, and we take pride in our continuous innovation and exceptional customer service.

Cross Identity now stands out for delivering two leading IAM solutions tailored for enterprise and small business customers. To support our exceptional growth, we are seeking smart, passionate, result-oriented, and hardworking sales professionals to join our team.

Website: https://www.crossidentity.com

Role Summary

We are looking for a Senior Channel Sales Manager to spearhead our channel-led growth initiatives across the region of India. 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.

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

5-7 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 and surrounding territories.

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.

Familiarity with CRM and partner management tools such as Salesforce, HubSpot, or Zoho.

Key Benefits

Professional growth and development

Health Insurance

Autonomy & Flexibility

Opportunity for innovation & creativity

Strong team environment

Opportunity to work with seasoned sales professionals & domain experts.