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Key Accountabilities

🔹Achieve Revenue Targets: Meet or exceed territory-specific channel sales revenue and pipeline goals.

🔹Partner Recruitment & Management: Strategically identify, recruit, onboard, and manage a portfolio of high-potential Value-Added Resellers (VARs), Managed Service Providers (MSPs), and System Integrators (SIs).

🔹Partner Enablement & Training: Ensure partners are fully trained, certified, and equipped with the necessary knowledge and resources to effectively sell, implement, and support Cloudmon solutions.

🔹Joint Business Planning (JBP): Develop and execute comprehensive, measurable, and mutually beneficial joint business plans (JBPs) with top-tier partners.

🔹Territory Planning: Own the channel strategy for the assigned territory, including market analysis, partner coverage optimization, and opportunity mapping.

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Job Responsibilities

💠 Territory & Sales Execution:‍

⬩ Develop and manage a robust sales pipeline with partners, actively participating in joint sales calls and closing major deals

⬩ Conduct regular business reviews (QBRs) with partners to track performance against the JBP and address any challenges or gaps.

⬩ Act as the primary point of contact and trusted advisor for all partner sales-related activities within the territory.

⬩ Ensure partner compliance with Cloudmon Technologies' channel policies, pricing, and programs.

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💠 Partner Development & Enablement:

⬩ Facilitate and deliver training on Cloudmon product updates, competitive positioning, and sales strategies.

⬩ Drive partner utilization of Cloudmon marketing development funds (MDF) to generate demand and co-sell.

⬩ Work cross-functionally with internal teams (Marketing, Sales Engineering, Product) to align resources for partner success.

⬩ Motivate partners through SPIFFs, incentives, and recognition programs.

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💠 Relationship Management:

⬩ Cultivate deep, executive-level relationships with key stakeholders within partner organizations.

⬩ Serve as the liaison between the partner and Cloudmon support, product, and sales teams to resolve issues and accelerate opportunities.

⬩ Represent Cloudmon Technologies at industry events, partner conferences, and territory trade shows

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Communications & Working Relationships

💠 Internal: VP Channels and Partners (Direct Reporting), Territory Sales Team (Alignment on deals/accounts), Sales Engineering/Pre-Sales (Partner training/support), Channel Marketing (MDF planning and execution), Product Management (Product feedback/updates).

💠 External: Owners, Principals, and Sales/Technical Leadership within Channel Partner organizations (VARs, MSPs, SIs), End-user Customer contacts (in joint sales motions), Industry Peers, and Technology Alliance Partners.

💠 Working Conditions: Territory-based role requiring significant travel (up to 50-75%) within the assigned territory. Primarily office-based (home or company office) when not traveling. Fast-paced, quota-driven environment.

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Qualifications, Experience, Knowledge & Skills

💠 Minimum Qualifications: Bachelor's degree in Business Administration, Sales, Marketing, or a related field.

💠Minimum Experience: 5+ years of experience in Channel Sales, Partner Management, or B2B Sales, preferably within the cloud computing, software-as-a-service (SaaS), or IT monitoring/infrastructure industry. Proven track record of meeting or exceeding $multi-million sales quotas.

💠 Knowledge: In-depth understanding of the channel ecosystem (VARs, MSPs, Distribution) within territory. Strong knowledge of IT monitoring solutions. Familiarity with Salesforce or other CRM systems for pipeline management. Mustto have skills in managing IT channel partners and India IT partner network.

💠 Skills:

⬩ Exceptional negotiation and presentation skills.

⬩ Strong business acumen and ability to construct and articulate compelling value propositions.

⬩ Excellent interpersonal and relationship-building skills. Self-starter with strong organizational and time management abilities.

⬩ Local language conversant and English speaker and proficient writer.

⬩ Ability to travel with no visa issues.

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