Channel Reseller Sales Manager – Virtualization Solutions

Location: India (Flexible / Hybrid)

Employment Type: Full-Time

Department: Sales

Role Overview

We are seeking a results-driven Channel Reseller Sales Manager to accelerate our growth across India. In this role, you will be responsible for defining and executing our indirect channel sales strategy, recruiting strategic reseller partners, building alliances with Value-Added Resellers (VARs) and System Integrators (SIs), and driving revenue for our enterprise virtualization solutions.

The ideal candidate brings deep domain expertise in IT infrastructure, a established network within the Indian IT channel landscape, and a passion for empowering partner ecosystems.

Key Responsibilities

• Channel Network Expansion: Identify, recruit, onboard, and activate regional resellers, VARs, and System Integrators across key enterprise markets in India.
• Revenue Generation & Pipeline Execution: Drive joint revenue growth with channel partners to meet and exceed quarterly and annual quota targets for our virtualization software suite.
• Partner Relationship Management: Establish high-trust relationships with key executives, sales leaders, and product managers within partner organizations to ensure priority focus on our solutions.
• Enablement & Training: Conduct product enablement, sales training, and competitive positioning workshops for reseller sales teams and pre-sales engineers.
• Joint Go-to-Market Execution: Collaborate with marketing teams to build tailored joint-marketing initiatives, localized partner incentives, and demand generation programs.
• Deal Registration & Governance: Oversee partner deal registrations, pipeline tracking, and conflict management to ensure transparent and fair channel operations.

Qualifications & Skills

• Industry Experience: min 12 years of experience in channel sales with 3 to 5+ years of dedicated sales experience within the IT infrastructure space (virtualization, hyperconverged infrastructure, enterprise storage, servers, or cloud platform software).
• Indian Market Expertise: Deep familiarity with the Indian reseller ecosystem, distribution channels (Tier-1 and Tier-2), and regional enterprise IT buying behaviors.
• Proven Track Record: History of consistently achieving or exceeding indirect channel sales quotas and growing partner-led sales pipelines.
• Technical Aptitude: Strong understanding of virtualization concepts (hypervisors, VDI, hybrid cloud, server architecture, and enterprise software licensing models).
• Communication & Influence: Excellent negotiation, presentation, and relationship-building skills across executive and sales levels.
• Education: Bachelor’s degree in Business, Marketing, Information Technology, or a related technical discipline.

Preferred Qualifications

• Established contact network across top-tier Indian IT infrastructure resellers and distributors.
• Prior experience working for an enterprise virtualization, cloud management, or software-defined data center (SDDC) vendor.