Channel Sales Manager
Cybersecurity, Network & Enterprise Software Platforms
· Company: MapleCloud Technologies
· Experience: 5 to 10 years
· Function: Channel Sales / Partner Management
About MapleCloud Technologies
MapleCloud Technologies is a Make in India enterprise software and cybersecurity OEM building product-led platforms for modern digital infrastructure. The company delivers solutions across AI-powered security operations, network visibility, zero trust access, identity and access security, enterprise IT operations, network security, and SaaS business workflows.
MapleCloud’s portfolio includes enterprise platforms such as SecOps Platform EventShield+, MCTNMS, MCTZyntra, AI-powered MCTEMS, MCT Authenticator, Access Watch NAC, NCMS, Firewall, MapleDoc, MapleLearn, and MCTHRMS.
Role Overview
The Channel Sales Manager will be responsible for building, managing, and growing MapleCloud Technologies’ partner ecosystem across India and selected international markets.
The role focuses on developing strong relationships with system integrators, value-added resellers, managed service providers, managed security service providers, cloud partners, cybersecurity consultants, and government-focused channel partners.
The candidate will drive partner-led revenue for MapleCloud’s cybersecurity, network monitoring, zero trust, enterprise management, IT operations, and SaaS product portfolio. This role requires a strong mix of partner development, enterprise solution selling, channel enablement, pipeline management, and joint go-to-market execution.
The ideal candidate should be able to position MapleCloud as a trusted enterprise software OEM for partners delivering digital transformation, cybersecurity, network visibility, and IT operations solutions to enterprise customers.
Key ResponsibilitiesChannel Partner Development
· Identify, onboard, and develop strategic channel partners including system integrators, VARs, MSPs, MSSPs, cybersecurity partners, IT infrastructure partners, cloud partners, and government sales partners.
· Build a strong partner network across assigned regions, verticals, and enterprise segments.
· Create partner mapping based on industry focus, customer reach, technical capability, sales strength, and alignment with MapleCloud’s product portfolio.
· Drive new partner acquisition while strengthening business with existing partners.
Partner Revenue and Business Growth
· Own channel revenue targets across assigned partner accounts, regions, or verticals.
· Develop monthly, quarterly, and annual business plans with key partners.
· Drive partner-led pipeline generation, opportunity qualification, solution positioning, commercial proposals, and deal closures.
· Support partners in identifying enterprise opportunities across BFSI, manufacturing, energy, education, healthcare, IT/ITES, telecom, government, defense, and large enterprise accounts.
· Ensure regular pipeline reviews, opportunity tracking, revenue forecasting, and closure follow-ups with partners.
Solution Positioning and Co-Selling
Work closely with partners to position MapleCloud’s integrated product portfolio, including:
· Cybersecurity and SecOps platforms: EventShield for SIEM, XDR, SOAR, threat detection, incident response, and compliance-driven security operations.
· Network and infrastructure visibility: MCTNMS and NCMS for monitoring, availability, performance, configuration, and enterprise infrastructure management.
· Zero trust and access security: MCTZyntra, MCT Authenticator, and Access Watch NAC for secure access, identity protection, and network access control.
· Enterprise IT operations: AI-powered MCTEMS for monitoring, ITSM, helpdesk, SLA-driven operations, and centralized enterprise management.
· Network security: Firewall and secure enterprise connectivity platforms.
· SaaS business applications: MapleDoc DMS, MapleLearn LMS, and MCTHRMS for enterprise document workflows, learning management, and workforce operations.
Partner Enablement
· Conduct partner training, product briefings, sales enablement sessions, and solution workshops.
· Equip partners with product presentations, demo scripts, battle cards, proposal templates, pricing guidance, and positioning documents.
· Coordinate with presales and technical teams to support partner demos, proof of concept activities, technical discussions, and customer evaluations.
· Help partners understand MapleCloud’s value proposition, competitive differentiation, deployment models, licensing, and support structure.
Go-to-Market and Demand Generation
· Create joint go-to-market plans with strategic partners.
· Plan and execute partner-led campaigns, webinars, customer workshops, industry events, account mapping sessions, and lead generation activities.
· Work with marketing and leadership teams to promote MapleCloud solutions through partner ecosystems.
· Support partners in responding to RFPs, RFQs, tenders, enterprise proposals, and government opportunities.
Partner Relationship Management
· Build strong relationships with partner leadership, sales teams, presales teams, delivery teams, and customer success teams.
· Act as the primary business interface between MapleCloud Technologies and assigned channel partners.
· Ensure partner satisfaction through regular engagement, issue resolution, business reviews, and executive alignment.
· Maintain partner performance reports, business plans, sales forecasts, and opportunity dashboards.
Market Intelligence and Competitive Tracking
· Track competitor activities, partner feedback, pricing trends, customer requirements, and emerging technology demand.
· Provide market insights to MapleCloud’s product, sales, marketing, and leadership teams.
· Identify new channel opportunities in cybersecurity, network operations, IT service management, zero trust, SaaS workflows, and enterprise software modernization.
Required Skills and Experience
· Experience: 5 to 10 years in channel sales, partner management, alliance management, enterprise software sales, cybersecurity sales, IT infrastructure sales, or SaaS platform sales.
· Strong understanding of partner ecosystems including system integrators, VARs, MSPs, MSSPs, consultants, and technology resellers.
· Experience selling or managing channels for solutions such as SIEM, XDR, SOAR, NMS, EMS, ITSM, ZTNA, IAM, NAC, Firewall, SD-WAN, DMS, LMS, HRMS, or SaaS platforms.
· Ability to build channel business plans, drive partner revenue, manage sales forecasts, and support complex enterprise deals.
· Strong communication, presentation, negotiation, and relationship management skills.
· Ability to work with internal sales, presales, product, marketing, support, and delivery teams.
· Good understanding of enterprise buying cycles, partner margins, RFP processes, proof of concept cycles, and commercial closures.
Preferred Background
· Prior experience with cybersecurity OEMs, enterprise software companies, network security companies, cloud/security solution providers, managed service providers, system integrators, or SaaS companies.
· Existing relationships with enterprise-focused channel partners, government-focused system integrators, cybersecurity partners, or IT infrastructure partners will be preferred.
· Experience working with customers across BFSI, government, manufacturing, education, energy, healthcare, telecom, IT/ITES, and large enterprise segments.
Success Metrics
· Channel revenue achievement against monthly, quarterly, and annual targets.
· Number of active and revenue-generating partners onboarded.
· Partner-led pipeline value and deal conversion ratio.
· Growth in strategic partner accounts.
· Number of joint customer meetings, demos, POCs, webinars, and campaigns executed.
· Partner satisfaction, engagement quality, and repeat business contribution.
The Channel Sales Manager will play a key role in expanding MapleCloud Technologies’ partner-led business and strengthening its position as a Built in India enterprise software OEM delivering cybersecurity, network visibility, zero trust, IT operations, and SaaS workflow platforms for modern organizations.
Pay: From ₹1,000,000.00 per year
Work Location: In person
