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Our goal at JumpCloud is to Make (Remote) Work Happen with One Directory to Rule Them All!
The Role
Own and scale a $1M territory through partner recruitment, enablement, and GTM execution. Build executive partner relationships, manage co-selling and pipeline, run performance analysis, and coordinate internal teams to drive channel revenue in India.
Summary Generated by Built In
All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.
About JumpCloud®JumpCloud® is the AI-powered unified IT management platform designed to secure the modern workforce. By consolidating identity, device, and access management, JumpCloud provides intelligent, secure IT that scales from human users to autonomous AI agents. We help organizations around the globe eliminate complexity and turn AI risk into an optimized advantage, ensuring the right people and agents have secure access to the right resources at all times.
We are seeking a high-performing Partner Sales Manager to own and scale a $1M territory. You will build, develop, and manage strategic partner relationships to drive mutual revenue growth. This role requires an entrepreneurial strategist who can execute partner development plans, access partner executive leadership, and orchestrate complex Go-To-Market (GTM) motions.
What you’ll be doing:
- Territory Strategy: Build and execute a comprehensive growth strategy for a specified territory.
- Partner Development: Design, implement, and track rigorous partner development plans.
- Executive Access: Connect directly with partner business leadership to align business goals.
- GTM Execution: Deliver revenue through structured GTM motions, performance analysis, and regular business reviews.
- Pipeline Management: Manage co-selling activities, deal registration, and pipeline forecasting.
- Collaborate with sales management to ensure team activities are aligned with channel sales goals and broader corporate objective
- Cultivate strong, trusted relationships with key channel partners, acting as a primary point of escalation and support.
- Liaise with internal teams (product, marketing, customer support) to help deliver effective partner enablement programs and sales tools.
- Consult with partners to help them develop sales strategies and marketing plans that drive product adoption and revenue.
- Collaborate with the marketing team to coordinate co-branded marketing materials, campaigns, and events.
- Monitor partner sales performance, pipeline, and activities to track progress against KPIs and business objectives.
- Gather and synthesize insights from partners and customers to provide actionable feedback to product and marketing teams.
- Prepare regular updates for management regarding channel sales performance, challenges, and potential opportunities.
Channel Management:
Partner Enablement & Relationships
Analysis & Reporting
We’re looking for:
- Proven experience managing partner sales and alliances within a cyber security IAM environment.
- Revenue Ownership: Demonstrated track record of managing and hitting a territory quota.
- Relationship Building: Expert-level ability to influence external executive and business leadership teams.
- Analytical Skills: Strong capability to run data-driven territory reviews and performance analyses.
- 6-8 years of experience in channel sales, business development, or partner management, with at least 1 year in a role developing territory and building new relationships.
- Proven track record of driving sales growth through channel partners.
- Experience managing and motivating sales teams, as well as external partners and resellers.
- Strong understanding of channel sales dynamics and partner ecosystems in India market
- CRM & PRM: Advanced operational knowledge of Salesforce (SFDC) and Impartner.
- Productivity & AI: Proficient in Google Workspace (GWS) and Gemini for workflows and insights.
- Revenue Intelligence: Experience using Gong to analyze partner calls and optimize sales execution.
Technical Proficiency
Preferred Qualifications:
- Experience in the India Market Channel Sales sector.
- Knowledge of the Active Directory or other JumpCloud products and market position.
#LI-YM1
Where you’ll be working/Location:
JumpCloud is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.
This role is remote in the country of India. You must be located in and authorized to work in India to be considered for this role.
Language:
JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.
Why JumpCloud?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.
JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Scam Notice:
Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment.
All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at [email protected] with the subject line "Scam Notice"
#LI-Remote #BI-Remote
Skills Required
- 6-8 years of experience in channel sales, business development, or partner management
- Proven experience managing partner sales and alliances within a cybersecurity IAM environment
- Demonstrated track record of managing and hitting a territory quota
- Experience building new territory relationships, at least 1 year in such a role
- Strong ability to influence external executive and business leadership teams
- Advanced operational knowledge of Salesforce (SFDC) and Impartner (PRM)
- Experience using Gong for call analysis and sales optimization
- Proficiency with Google Workspace and Gemini for workflows and insights
- Proven track record of driving sales growth through channel partners and resellers
- Located in and authorized to work in India
- Experience in the India market channel sales sector
- Knowledge of Active Directory or other JumpCloud products and market position
- Fluent written and spoken English
What the Team is Saying
Kyle
Project Manager
Nick
Content Marketing Manager
Scott
Solutions Architect
Linda
Software Engineer
Aaron
VP of People
Courtney
Manager, Learning and Development
Katy
Manager, People Attraction
Rajat
CEO
Rajat
CEO
JumpCloud Compensation & Benefits Highlights
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Healthcare Strength — Health coverage starts day one in the U.S., includes dental/vision and mental-health support, and offers an HSA option with employer contributions. Expanded medical travel coverage, abortion travel benefits in the U.S., an EAP, and a Calm subscription further strengthen healthcare support.
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Leave & Time Off Breadth — Flexible or “unlimited” PTO, paid holidays and sick days, and generous parental and family medical leave are highlighted across materials. Remote-first norms and wellness programs are also documented.
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Retirement Support — A U.S. 401(k) plan with a company match (50% up to 6% of pay) is offered alongside life and disability insurance. Access to a personal financial consultant and country-specific pension programs are also noted.
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The Company
What We Do
JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to an organization’s technology resources from any device, or any location. The JumpCloud Open Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities and their devices, and apply conditional access controls based on Zero Trust principals. Since launching in 2012, our global user base has grown to more than 150,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight and Peloton. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever. We live by our core values which are: Build Connections Think Big 1% Better Every Day
Why Work With Us
We offer an incredible opportunity to see your impact. Each team member gets an up close personal view and education into building a fast growing startup. We are transparent about what we are doing, how we are doing it, and the decisions that we are making. There is opportunity to progress and flexibility to find unique approaches to our business
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JumpCloud Offices
Remote Workspace
Employees work remotely.
JumpCloud is committed to being remote-first across the world. We have team members in most U.S. states and in 14 countries.
Typical time on-site:
