Channel Manager - India
1Kosmos provides identity verification, passwordless authentication, and user reverification through a privacy-first platform. Its solutions serve workforce, customer, and government identity use cases, including enterprise clients and large-scale deployments.
Funding
About 1Kosmos, Inc.
1Kosmos offers an identity platform that verifies users during onboarding, captures biometrics, issues decentralized credentials, enables passwordless authentication, and reverifies identities when risk changes. The company provides integrations, APIs, developer documentation, and solutions for workforce identity, customer identity, citizen identity, and AI agents. Its clients include enterprises, government organizations, and large workforces such as Concentrix's 450,000 users.
Skills
About the Role
You will be responsible for developing, enabling, and managing 1Kosmos' ecosystem of distributors, resellers, and system integrators across India. You will build trusted relationships with partner executives, drive joint go-to-market strategies, and ensure partners generate measurable pipeline, bookings, and customer success across both the commercial and public sectors. You will collaborate closely with internal sales, marketing, pre-sales, and customer success teams to accelerate partner-led revenue, and you will travel frequently to partner offices, distributors, and customer meetings across the country.
Requirements
- 6–10 years of experience in enterprise IT/security sales with at least 4+ years in channel management in India
- Strong relationships with major Indian distributors, SIs, and resellers
- Demonstrated success in building and executing joint GTM strategies with partners
- Familiarity with government/public sector distribution models, tender processes, and compliance frameworks
- Strong negotiation and conflict resolution skills
- Excellent communication and presentation skills, with ability to influence senior partner executives
- Proficiency with Hubspot (or other CRM), partner portals, and partner marketing tools
Responsibilities
- Develop and execute a channel business plan aligned with 1Kosmos' India growth targets
- Segment partners by potential and build tiered engagement and enablement models
- Ensure public sector distribution partners are fully compliant with government procurement and tender requirements
- Identify and recruit high-potential partners to expand coverage in India
- Drive onboarding programs including product training, sales/technical enablement, and joint account planning
- Work with partners to develop joint pipelines through account mapping, lead sharing, and marketing campaigns
- Support partners in driving opportunities, RFP responses, and proof-of-concepts
- Track and manage partner-sourced vs partner-influenced pipeline in CRM ensuring accurate forecasting
- Deliver regular partner training sessions covering sales and technical topics
- Design incentive structures to drive deal registrations, certifications, and revenue attainment
- Run quarterly business reviews with key partners to align on goals and track progress
- Enforce channel policies including deal registration, pricing, and compliance guidelines
- Monitor distributor stock, credit, and order fulfillment cycles
- Ensure marketing development funds and partner campaigns are utilized with measurable ROI
Benefits
- Performance-based variable compensation
- Health benefits in line with company policy
