Sales Manager - Enterprise Partnership - SaaS

Enterprise Partnership Sales Manager Enterprise SaaS

Roles and Responsibilities :

- Drive revenue indirectly by building, managing, and scaling a high-performing partner ecosystem for a fast-growing enterprise iPaaS (integration, automation, and AI) platform.

- Build and own a portfolio of partners system integrators (SIs), consulting firms, resellers/VARs, technology & ISV alliances, and embedded/OEM partners.

- Recruit, onboard, enable, and activate new partners to generate qualified, partner-sourced pipeline.

- Carry and deliver a partner-sourced and partner-influenced revenue target.

- Build joint go-to-market plans and co-selling motions; develop joint pipeline and account mapping with each partner.

- Enable partner sales and pre-sales teams through training, collateral, demos, and active deal support.

- Manage partner relationships end to end regular business reviews, performance tracking, and joint planning.

- Drive co-marketing initiatives with partners - events, webinars, and joint campaigns.

- Negotiate partnership agreements, commercial terms, margins, and incentive structures.

- Manage deal registration and resolve channel conflict between direct and partner teams.

- Work cross-functionally with direct sales, pre-sales, marketing, and product internally.

- Maintain accurate partner pipeline, forecasting, and CRM/PRM hygiene.

Preferred Candidate Profile :

- 5 - 9 years in partnerships, alliances, channel sales, or partner business development, preferably in B2B SaaS, enterprise software, iPaaS, API, cloud, or IT services.

- Proven track record of building and scaling partner ecosystems (SIs, resellers, ISVs, technology alliances) and driving measurable partner-sourced revenue.

- Hands-on experience with co-selling and joint GTM motions alongside partners.

- An existing network of SI, consulting, or technology partners is a strong advantage - particularly within the BFSI ecosystem.

- Excellent relationship management, negotiation, and commercial acumen.

- Comfortable with a technical product; able to articulate value to both partners and their end clients.

- Hands-on with CRM (Salesforce/HubSpot) and partner/PRM tooling.

- Strategic, self-driven, and ownership-led, with strong forecasting discipline.

- Graduate in any discipline; MBA is a plus but not mandatory.

Perks and Benefits :

- Competitive fixed salary plus variable tied to partner-sourced revenue.

- Join a fast-growing, enterprise-grade iPaaS platform company with a strong, global customer base.

- High-ownership role - build and run a strategic partner ecosystem from the front, with real autonomy.

- Work on a cutting-edge integration, automation, and AI product solving real enterprise problems.

- Clear growth path into senior alliances and partnership leadership roles.

- Strong cross-functional support from sales, pre-sales, and marketing teams.