Head of Channel Partnerships - Enterprise Sales (India & GCC Markets)

Paytm

🇮🇳 India

On-site

Manager or above

2 months ago

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Role OverviewAs the Head of Channel Partnerships at Pi Commerce, you will own the critical partnerships thatgive our platform its infrastructure channels and its global reach. This role comprises twohalves, but carries one strategic mandate: secure and deepen the structural platform and carrierrelationships that power our messaging core, while simultaneously building out the regionalpartner networks that scale our product across new geographies.
Core Responsibilities & Ownership Platform & Carrier Partnerships: Directly manage structural relationships with Meta(WhatsApp), Jio, and key telcos/aggregators backend infrastructure for SMS, RCS, andVoice. Own commercials, rate cards, technical access layer negotiations, BSP/ISV statuses,and co-marketing entitlements. Your success means securing better commercial terms,enhanced platform access, and early roadmap visibility. Channel GTM Partnerships: Recruit, sign, and rapidly enable high-performing resellers,Systems Integrators (SIs), and distribution partners across the UAE and the wider GCCregion. Build the full partner lifecycle framework from scratch, including partner selection,custom commercial matrices, enablement programs, and joint pipeline mechanics. Partner-Sourced Revenue Pipeline: Carry a direct revenue quota. At Pi Commerce,partnerships are treated as a primary revenue generator, not a relationship maintenancecost center. You will be actively measured on structural channel access secured and net-new partner-sourced annual contract value (ACV).
Ideal Candidate ProfileThe ideal candidate brings a blend of structural ecosystem negotiation experience and high-growth indirect sales execution. You are equally comfortable aligning incentives with massivetech conglomerates and onboarding local localized channel partners. Industry Domain Expertise: Proven track record of managing platform or carrierrelationships specifically within CPaaS, enterprise messaging, or fintech industries. Indirect Channels & Resellers: Direct experience building indirect sales structures, scalingreseller channels, or driving distributor networks. Regional Knowledge: Established familiarity with scaling market footprints across India andthe GCC (specifically the UAE). Adaptable Negotiation Contour: Comfortable negotiating highly complex enterprisecommercial structures with players like Meta or Jio one week, and shifting to ramp up adynamic regional reseller in the UAE the next.
Qualifications & Requirements Experience: 7–10 years of professional experience driving business development,ecosystem partnerships, or channel growth strategies. Track Record: Demonstrated history of hitting numbers tied directly to partner-sourcedpipeline revenue or commercial optimizations. Strategic Competence: Strong grasp of BSP (Business Solution Provider) status, ISVecosystems, carrier rate cards, and technical access constraints.

Head of Channel Partnerships - Enterprise Sales (India & GCC Markets) · Paytm

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