Remote role · head-of-

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

Paytm

onsite,Noida, Uttar Pradesh Business Full-time

Checked 15 hours ago

Before you apply

Role details

The practical picture

Employment: Full-time

Inside the role

Qualifications: 7-10 years of professional experience in business development, ecosystem partnerships, or channel growth strategies Proven track record managing platform or carrier relationships in CPaaS, enterprise messaging, or fintech Direct experience building indirect sales structures, scaling reseller channels, or driving distributor networks Established familiarity with scaling market footprints across India and the GCC (specifically the UAE) Strong grasp of BSP status, ISV ecosystems, carrier rate cards, and technical access constraints

Role signal brief

The role, at a glance

Extracted from the source posting · 90% confidence

The Head of Channel Partnerships role at Pi Commerce focuses on securing platform and carrier relationships for messaging infrastructure while building a regional partner network in the UAE and GCC. The candidate is responsible for a direct revenue quota based on partner-sourced annual contract value and must navigate complex commercial negotiations with major tech and telecom entities.

What you need

7-10 years of professional experience in business development, ecosystem partnerships, or channel growth strategies
Proven track record managing platform or carrier relationships in CPaaS, enterprise messaging, or fintech
Direct experience building indirect sales structures, scaling reseller channels, or driving distributor networks
Established familiarity with scaling market footprints across India and the GCC (specifically the UAE)
Strong grasp of BSP status, ISV ecosystems, carrier rate cards, and technical access constraints

What you will own

Manage structural relationships with Meta (WhatsApp), Jio, and key telcos/aggregators for SMS, RCS, and Voice backend infrastructure
Own commercials, rate cards, technical access layer negotiations, BSP/ISV statuses, and co-marketing entitlements
Recruit, sign, and enable high-performing resellers, Systems Integrators (SIs), and distribution partners across the UAE and wider GCC region
Build the partner lifecycle framework including partner selection, commercial matrices, enablement programs, and joint pipeline mechanics
Meet direct revenue quotas measured on structural channel access secured and net-new partner-sourced annual contract value (ACV)

Core skills

Channel PartnershipsEnterprise SalesCPaaS/Messaging EcosystemsNegotiationReseller ManagementMarket ExpansionIndia/GCC Regional KnowledgeBSP/ISV Status

channel partnerships enterprise sales cpaas/messaging ecosystems negotiation

Role brief

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.