Senior Channel Manager - India

Job responsibilities

• Partner Strategy & Growth — Develop and execute strategic business plans with key SIs, MSPs, VARs, distributors, and resellers to expand GoTo’s presence and revenue across India
• Pipeline & Revenue — Identify, develop, and assist closure of partner-sourced and partner-influenced opportunities, working closely with Account Executives and other sales teams to achieve team targets
• Joint Go-to-Market — Create and execute joint GTM programs with strategic partners, including account mapping, campaigns, webinars, customer events, workshops, and co-selling initiatives to generate qualified pipeline
• Partner Enablement & Performance — Onboard and enable partners on GoTo’s portfolio, including solutions such as Rescue and Resolve, while establishing regular pipeline reviews, QBRs, forecasting, and performance plans to increase partner productivity

What we’re looking for

• 7+ years of experience in channel sales within B2B SaaS, IT technology, or IT services is mandatory
• Proven track record of delivering revenue through partners, including SIs, MSPs, VARs, distributors, or resellers
• Enterprise sales experience – Previous Enterprise sales experience would be of advantage
• Demonstrated experience building joint business and go-to-market plans, including partner enablement, account mapping, demand generation, and co-selling
• Strong commercial orientation and Good Presentation skills

What we offer

• Comprehensive health benefits
• Generous paid time off, including paid holidays, volunteer days, quarterly self-care days, and company-designated no-meeting days
• Tuition reimbursement and access to instructor-led and on-demand learning and development programs
• The Thrive Global Wellness Program, a confidential Employee Assistance Program (EAP), a wellness app and one-on-one wellness coaching
• Employee-led communities and programs, including Employee Resource Groups (ERGs), GoTo Gives, and charitable matching

Who you are

Background aligned with the requirements above, including 7+ years of channel sales experience in B2B SaaS/IT, proven partner-led revenue delivery, enterprise sales exposure, and strong go-to-market planning and enablement capabilities.

Tech stack

Not specified in the provided content.

Team description

Purpose: Build and grow GoTo’s channel business in India, collaborating with partners and direct sales teams to build channel-sourced pipeline and revenue.