Our client is an upcoming enterprise network security and secure connectivity brand with deep ownership of its technology stack, product architecture, and IP. They are building products across UTM/firewall, SD-WAN, centralized management, zero-touch deployment, DNS security, AAA, SASE, NAC, VPN, DLP, malware analysis, and AI-assisted security.

NetSense is currently moving from founder-led sales to a structured partner-ecosystem-led organization. This role is for a strategic, hands-on leader who can work closely alongside the founder to architect, build, and scale our channel sales engine from the ground up.

Role & responsibilities

We are looking for a Channel Sales Head to lead our indirect revenue growth. Your primary mission will be to identify, recruit, enable, and manage a high-performing network of channel partners to drive market adoption.

This is a hands-on, entrepreneurial role in an early-stage environment. You should be a self-starter with a deep understanding of the IT security channel ecosystem, possessing existing partner relationships, and capable of building structured partner programs without waiting for everything to be fully defined.

Own Channel Revenue: Drive top-line revenue growth exclusively through indirect channels, including Distributors, Tier-1 & Tier-2 System Integrators (SIs), Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and Resellers.

Build the Partner Program: Design and execute the Channel Partner Program from scratch, defining partner tiers, margin structures, deal registration processes, and compliance guidelines.

Partner Recruitment & Activation: Identify, onboard, and activate key national and regional partners, ensuring they are technically and commercially equipped to position products.





Government & GeM Alliances: Build and leverage relationships with specialized government-focused partners and SIs to capture PSU, tender, and GeM (Government e-Marketplace) business.

Co-Selling & Deal Support: Work alongside partners to co-sell into large enterprise accounts across sectors like BFSI, manufacturing, retail, and healthcare. Assist partners in navigating complex, large-scale negotiations.

Enablement & Training: Collaborate with internal product and engineering teams to create partner enablement toolkits, including technical training, sales playbooks, proposal formats, and marketing collateral.

Pipeline & CRM Discipline: Maintain full visibility into the partner sales pipeline, driving forecasting accuracy and ensuring strict alignment with internal sales objectives.

Team Leadership: Hire, mentor, and manage a future team of Channel Account Managers as the business scales.

Preferred candidate profile

- 8-10 years of enterprise technology sales experience, with at least 5 years dedicated to channel sales and partner management.
- Deep domain expertise in cybersecurity, network security, firewall/UTM, SD-WAN, SASE, or enterprise networking.
- Strong, existing relationships with major Indian System Integrators, MSPs, MSSPs, and regional IT distributors.
- Proven track record of leveraging partners to win Government, PSU, and GeM-led tenders.
- Deep understanding of the Indian enterprise IT channel dynamics, commercial models, and margin structures.

Ideal Candidate

The ideal candidate is a builder, not just a account manager. You should be highly comfortable with ambiguity, evolving product lines, and an unstructured startup setting. You will be working directly with the founder to establish a channel-first enterprise brand.

📌 Channel Sales Manager (Bengaluru)
🏢 HRvisory
📍 Bengaluru