Job Description
Experience Level: 5 to 8 Years
Industry: B2B SaaS, IT Enterprise
Preferred Experience: B2B
Engagement format - Mumbai
About the organisation:
The organisation helps customers store, manage, and protect their data in a world where data is growing faster than ever. Their innovative data storage solutions empower organizations to get the most out of their data while reducing complexity and environmental impact. The organisation is known for their bold brand, customer-first mindset, and commitment to innovation.
Role Summary
The Channel Marketing Manager – India is responsible for planning and executing marketing programs with and through partners (distributors, resellers, MSPs, GSIs and technology alliances) to drive pipeline, bookings, and brand awareness across India.
This role works closely with Channel Sales, Field/Enterprise Marketing, Alliances, Distributors, and Marketing Operations to maximize ROI on partner investments and ensure strong alignment to India country goals.
Key Responsibilities
1. Strategy & Planning
- Build and maintain the annual India channel marketing plan, aligned to country revenue targets, strategic segments (e.g. Enterprise, Commercial, BFSI, Government, Telco), and focus partners.
- Co‐create joint marketing plans with top partners and distributors, including objectives, target accounts, tactics, and KPIs.
- Align with Country Sales Leadership and Channel Leaders on focus partners, key verticals, and priority use cases for co‐marketing.
2. Partner Program Development & Execution
- Design and run through‐partner demand generation programs (campaigns, webinars, events, workshops, digital programs) that generate qualified pipeline in target accounts.
- Localize and adapt global campaigns (content, messaging, offers) for the India market and partner ecosystem.
- Plan and execute partner events (e.g. partner forums, roadshows, enablement days, customer workshops executed with partners), ensuring clear pre‐event promotion and post‐event follow‐up.
- Create and maintain partner‐ready assets (campaign-in-a-box kits, email templates, landing pages, sales tools) in coordination with marketing and alliances teams.
3. MDF & Budget Management
- Own day‐to‐day MDF (Market Development Funds) / partner marketing budget allocation and utilization for India.
- Review and approve partner proposals, ensure they align to strategy and measurable pipeline goals, and manage proof‐of‐performance and claims.
- Track spend vs. plan, maintain clean records in MDF / finance systems, and support quarterly accruals with Marketing Operations and Finance.
4. Performance Measurement & Optimization
- Define and track KPIs for all partner programs in India, such as:
- Partner‐sourced / partner‐influenced pipeline and bookings
- Event and campaign performance (registration, attendance, MQL/TQL, conversion)
- MDF utilization and ROI
- Provide regular performance reports and insights to Channel Sales and Marketing leadership; recommend optimizations by partner, program type, and segment.
- Work with Sales Ops / Marketing Ops to ensure accurate attribution, dashboards, and data hygiene in CRM/marketing systems.
5. Cross‐Functional & Partner Collaboration
- Serve as the primary marketing point of contact for:
- India Partner Account Managers (PAMs)
- Distributors and key resellers/MSPs
- Local alliance contacts (e.g. large tech/platform partners)
- Partner with Field/Enterprise Marketing to ensure integrated programs into key accounts and verticals (e.g. BFSI, Government, Telecom).
- Collaborate with Alliances / Global Partner Teams to bring joint value propositions and alliance campaigns into India partners.
- Ensure timely communication and enablement to partners on new campaigns, launches, and key initiatives.
6. Field‐Facing & Travel Expectations
- Spend meaningful time in market with partners and customers (QBRs, workshops, events, joint visits) to understand needs and improve program effectiveness.
- Travel within India as required (up to ~30–40%) for partner meetings, events, and internal alignment sessions.
Qualifications
Experience & Background
- 5–7 years of B2B marketing experience in technology, SaaS or enterprise IT, with at least 3+ years in channel/partner marketing or closely related roles.
- Strong understanding of the India IT/channel ecosystem:
- Distributors and tier‐2/3 partners
- System integrators / MSPs / GSIs
- Enterprise and commercial routes to market
- Proven track record building pipeline through partners via integrated campaigns and events.
- Hands‐on experience managing MDF budgets, partner proposals, and proof‐of‐performance with a clear ROI mindset.
Skills & Competencies
- Strong project and program management skills; able to manage multiple partners and campaigns in parallel.
- Data‐driven, comfortable using CRM and marketing tools (e.g. Salesforce + marketing automation) for targeting and reporting.
- Excellent stakeholder management and communication skills; able to work across Sales, Marketing, Alliances, Operations, and Finance.
- Ability to influence without direct authority and drive alignment across internal teams and external partners.
- Strong written and verbal communication in English; additional Indian languages are a plus.
Success Measures
- Growth in partner‐sourced and partner‐influenced pipeline and bookings in India.
- Improved MDF utilization and ROI (pipeline and bookings per dollar invested).
- Increased engagement and productivity of focus partners (deal registration volume, participation in programs, joint wins).
- On‐time, high‐quality delivery of key partner campaigns and events tied to measurable business outcomes.
About WinnerBrands
At WinnerBrands, we are on a mission to create a community of the brightest marketing minds to deliver impactful, rewarding, and purposeful work by collaborating, contributing & co-learning with smart peers. Backed by Busybeebrands.com, a pioneering brand-building firm that has helped some of the most disruptive new-age brands in the country craft their brand and marketing strategy, we find opportunities with progressives startups and brands in the domain of marketing with multiple engagement models for our talent partners, freelance / part-time or full-time. Request to visit our community page at
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Thanks,
WinnerBrands Team
