Sr. Manager - India Prime

Job description

Position Overview The Senior Partner Sales Account Manager (PSAM) Prime Segment is a senior sales leadership role responsible for driving revenue growth, net-new customer acquisition, and aggressive territory expansion within top-tier ("Prime") enterprise partner ecosystems. Designed for a seasoned sales professional with 10 to 12 years of enterprise sales and partnership experience, this position blends strategic territory development with senior-level deal execution. You will build and scale new geographic or vertical territories, lead complex co-selling pursuits, and align matrixed teamsorchestrating tight execution across Territory Sales Managers (TSMs), Inside Sales Representatives (ISRs), and executive partner leadership. Key Responsibilities 1. Strategic Territory Development New Customer Acquisition • Formulate and execute multi-year territory growth plans to capture white space and drive aggressive net-new customer acquisition across Prime enterprise accounts. • Lead end-to-end sales pursuits for high-value strategic opportunities, establishing multi-threaded connections across C-suite executives, procurement, and technical leadership. • Own the overarching revenue and pipeline development results for the Prime Segment portfolio. 2. Cross-Functional Sales Orchestration (TSM ISR Leadership) • Territory Sales Managers (TSMs): Co-develop regional GTM plans, align on field coverage, and co-sell high-stakes enterprise deals to drive velocity and deal size. • Inside Sales Representatives (ISRs): Direct inbound and outbound pipeline-generation initiatives, set lead-qualification standards, and convert high-intent prospects into closing opportunities. • Establish clear rules of engagement across partner, field, and inside channels to eliminate overlap and maximize rep productivity. 3. Senior Partner Alliance Executive Alignment • Architect and manage Joint Business Plans (JBPs) with Prime partners, securing executive buy-in, co-investment budgets, and dedicated partner sales resource commitments. • Design and deploy advanced partner enablement models, sales playbooks, and co-selling frameworks that increase partner-led deal sourcing. • Serve as the senior escalation point for strategic deal structuring, commercial negotiations, and high-value renewals. 4. Operational Rigor Commercial Execution • Maintain rigorous pipeline management and accurate multi-quarter forecasting using enterprise CRM platforms (e.g., Salesforce). • Lead high-impact Quarterly Business Reviews (QBRs) with internal executive sponsors and external partner leadership to evaluate performance. • Gather market and competitor intelligence to influence product roadmaps and strategic GTM investments. Qualifications Requirements Experience Track Record • 1012+ years of progressive experience in B2B enterprise sales, channel account management, or strategic alliances within SaaS, Enterprise Software, or Cloud Infrastructure environments. • Consistent track record of managing enterprise-level client and partner accounts. • Demonstrated history of launching net-new territories and building high-yield partner co-sell ecosystems from the ground up. Leadership Collaborative Competencies • Master-level expertise in orchestrating tri-party coverage models with Field Sales (TSMs) and Inside Sales (ISRs) teams. • Executive presence with proven capability to negotiate complex, multi-stakeholder commercial terms with C-level executives (CEO, CRO, CIO). • Strategic mindset with strong financial literacy, capable of designing revenue-share models, joint GTM budgets, and commercial contracts. Technical Systems Proficiency • Advanced proficiency in CRM ecosystems (Salesforce), partner relationship management (PRM) tools, and sales engagement stacks