Role Summary
We are seeking an experienced Business Development Manager to drive revenue growth through strategic engagement with our key technology principals, including AWS, Dell, HPE,SAP and leading Cybersecurity vendors, etc.
This role will work closely with principals sales, channel, and marketing teams to build joint pipelines, execute go-to-market initiatives, run co-marketing events, and track opportunities through to closure. The ideal candidate understands partner-led selling, has strong relationship skills, and can translate vendor programs into measurable sales outcomes.
Key Responsibilities
Principal & Alliance Management
- Act as the primary point of contact for assigned principals (AWS, Dell, HPE, SaP, Cybersecurity partners, etc).
- Build and maintain strong working relationships with principals sales reps, channel managers, and partner teams.
- Align company offerings with principals solutions, programs, and incentives.
- Manage partner onboarding, enablement, certifications, and compliance requirements.
Pipeline & Revenue Development
- Jointly develop and execute partner-led sales strategies to generate new opportunities.
- Build, qualify, and manage a co-sell pipeline with principals sales teams.
- Drive opportunity registration, deal structuring, and pricing in collaboration with internal sales and principals.
- Track pipeline progression and forecast partner-sourced revenue.
Go-To-Market & Marketing Activities
- Plan and execute joint marketing initiatives such as events, webinars, workshops, and campaigns.
- Coordinate MDF (Marketing Development Funds) planning, execution, and reporting.
- Work with internal marketing teams to develop partner-aligned messaging and collateral.
- Represent the company at partner events, roadshows, and industry conferences.
Sales Enablement & Internal Collaboration
- Work closely with internal sales, presales, and delivery teams to position partner solutions effectively.
- Provide partner updates, training sessions, and market insights to internal stakeholders.
- Support account planning and strategic pursuits with partner resources.
Reporting & Performance Tracking
- Track and report on partner performance, pipeline, revenue, and ROI of marketing activities.
- Maintain accurate records in CRM systems for partner-sourced and influenced deals.
- Provide regular business reviews with management and principals.
Key Performance Indicators (KPIs)
- Partner-sourced and partner-influenced revenue
- Qualified pipeline value and conversion rate
- Number and effectiveness of joint GTM activities
- Growth of strategic partner relationships
- Marketing event ROI and lead conversion
