- The Channel Marketing Manager - India is responsible for planning and executing marketing programs with and through partners (distributors, resellers, MSPs, GSIs and technology alliances) to drive pipeline, bookings, and brand awareness across India.

- This role works closely with Channel Sales, Field/Enterprise Marketing, Alliances, Distributors, and Marketing Operations to maximize ROI on partner investments and ensure strong alignment to India country goals.

Key Responsibilities:

1. Strategy & Planning:

- Build and maintain the annual India channel marketing plan, aligned to country revenue targets, strategic segments (e.

- Enterprise, Commercial, BFSI, Government, Telco), and focus partners.

- Co-create joint marketing plans with top partners and distributors, including objectives, target accounts, tactics, and KPIs.

- Align with Country Sales Leadership and Channel Leaders on focus partners, key verticals, and priority use cases for co- marketing.

- Partner Program Development & Execution

- Design and run through- partner demand generation programs (campaigns, webinars, events, workshops, digital programs) that generate qualified pipeline in target accounts.

- Localize and adapt global campaigns (content, messaging, offers) for the India market and partner ecosystem.

- Plan and execute partner events (partner forums, roadshows, enablement days, customer workshops executed with partners), ensuring clear pre- event promotion and post- event follow- up.

- Create and maintain partner- ready assets (campaign-in-a-box kits, email templates, landing pages, sales tools) in coordination with marketing and alliances teams.

MDF & Budget Management:

- Own day- to-day MDF (Market Development Funds) / partner marketing budget allocation and utilization for India.

- Review and approve partner proposals, ensure they align to strategy and measurable pipeline goals, and manage proof- of- performance and claims.

- Track spend vs. plan, maintain clean records in MDF / finance systems, and support quarterly accruals with Marketing Operations and Finance.

- Performance Measurement & Optimization

- Define and track KPIs for all partner programs in India, such as:

- Partner- sourced / partner- influenced pipeline and bookings

- Event and campaign performance (registration, attendance, MQL/TQL, conversion)

MDF utilization and ROI:

- Provide regular performance reports and insights to Channel Sales and Marketing leadership; recommend optimizations by partner, program type, and segment.

- Work with Sales Ops / Marketing Ops to ensure accurate attribution, dashboards, and data hygiene in CRM/marketing systems.

- Cross- Functional & Partner Collaboration

Serve as the primary marketing point of contact for:

- India Partner Account Managers (PAMs)

- Distributors and key resellers/MSPs

- Partner with Field/Enterprise Marketing to ensure integrated programs into key accounts and verticals (BFSI, Government, Telecom).

- Collaborate with Alliances / Global Partner Teams to bring joint value propositions and alliance campaigns into India partners.

- Ensure timely communication and enablement to partners on new campaigns, launches, and key initiatives.

- Spend meaningful time in market with partners and customers (QBRs, workshops, events, joint visits) to understand needs and improve program effectiveness.

- Travel within India as required (up to ~30-40%) for partner meetings, events, and internal alignment sessions.

Experience & Background:

- 5-7 years of B2B marketing experience in technology, SaaS or enterprise IT, with at least 3+ years in channel/partner marketing or closely related roles.

- Strong understanding of the India IT/channel ecosystem:

- Distributors and tier- 2/3 partners

- System integrators / MSPs / GSIs

- Enterprise and commercial routes to market

- Proven track record building pipeline through partners via integrated campaigns and events.

- Hands- on experience managing MDF budgets, partner proposals, and proof- of- performance with a clear ROI mindset.