Channel Manager

Responsibilities

• Develop and execute a channel business plan aligned with India growth targets
• Segment partners and build tiered engagement and enablement models
• Identify and recruit high-potential distributors, resellers, and system integrators
• Drive onboarding programs including product training and sales enablement
• Work with partners to develop joint pipelines through account mapping and lead sharing
• Support partners in driving opportunities, RFP responses, and proof-of-concepts
• Deliver regular partner training sessions and run quarterly business reviews (QBRs)
• Enforce channel policies including deal registration, pricing, and compliance
• Monitor distributor stock, credit, and order fulfillment cycles

Requirements

• 6–10 years of experience in enterprise IT/security sales
• 4+ years of experience in channel management in India
• Strong relationships with major Indian distributors, SIs, and resellers
• Demonstrated success in executing joint GTM strategies
• Familiarity with government/public sector distribution models and tender processes
• Strong negotiation and conflict resolution skills
• Proficiency with HubSpot or other CRM tools

Preferred Qualifications

• Previous experience at security vendors such as Okta, SailPoint, Juniper, Palo Alto, or Cisco
• Exposure to both commercial enterprise and regulated public sector environments
• Understanding of Indian data protection, privacy, and compliance regulations
• Ability to manage multi-tier distribution

About the Company

1Kosmos focuses on identity verification and security solutions, building an ecosystem of partners to drive growth across the commercial and public sectors.