FlytBase - Enterprise Sales & Channel Partnership Manager (2-4 yrs)

Enterprise Sales & Channel Partnership Manager

Experience : 2+ years

Location : Pune, India (with international travel)

- If you thrive on enterprise sales, have a knack for managing strategic partnerships, and are excited by the prospect of working at the intersection of drones and AI, then we want to hear from you.

- If the idea of building a global category leader energizes you-and you love creating innovative channel partner programs that drive growth and foster meaningful relationships-FlytBase just might be your perfect playground.

- Here, you'll leverage AI, cutting-edge technology, collaborate with top-tier partners, and play a pivotal role in shaping the future of the drone autonomy revolution.

About FlytBase :

- At FlytBase, we're not just building a deep-tech product-we're on a zero-to-one journey of creating a new global category in drone autonomy software.

- Our mission is to unlock the world's third dimension through fully autonomous drones.

- This calls for bold thinking, fearless experimentation, and a willingness to push boundaries.

- If you're tired of cookie-cutter solutions and ready for something truly novel, FlytBase is the place for you.

Role Overview:

- As the Enterprise Sales & Channel Partnership Manager, you'll play a pivotal role in expanding FlytBase's customer and partner network worldwide.

- You will own the creation and execution of partner programs, consultative enterprise sales strategies, and scalable business development initiatives.

- Your work will directly influence the rapid adoption of our drone autonomy platform across global markets.

Key Responsibilities:

Drive Global Revenue:

- Achieve monthly and quarterly revenue targets by collaborating with regional account managers (NA, LATAM, EU, APAC, MENA, Oceania).

- Manage the complete sales cycle, from prospecting and qualifying leads to closing enterprise-level deals.

Channel Partner Management:

- Cultivate and strengthen relationships with FlytBase's global partner ecosystem.

- Develop innovative partner programs that increase brand visibility, drive sales, and ensure partner success.

Consultative Selling & Solution Design:

- Understand customers' business challenges and propose tailored drone autonomy solutions.

- Educate prospects on drone technology and ensure they choose the right solutions for their use cases.

Lead Qualification & Conversion:

- Qualify and nurture global leads (MQLs to SQLs), tracking conversion rates, deal timelines, and acquisition costs.

- Use AI, CRM, and analytics tools to optimize lead management and streamline the sales funnel.

- Manage P&L

- Own the P&L responsibility for your designated regions or channels.

- Align revenue, cost, and profitability goals to ensure sustainable growth.

Sales Collateral & Presentations

- Work with the team to create compelling presentations, white papers, case studies, and blogs.

- Build RoI & pay-back period calculators, pricing & feature comparison with competitors.

Partner Support & Proposals:

- Collaborate with partners to develop techno-commercial proposals, respond to tenders, and coordinate hardware integrations.

- Ensure seamless alignment between FlytBase's offerings and partner solutions for enterprise clients.

- Business Metrics & Reporting

- Track and analyze performance using AI, CRMs, analytics, and contract management tools.

- Provide market and customer insights to guide product development and refine marketing strategies.

- Innovation & Process Improvement

- Implement and automate new systems to improve turnaround times in sales and business operations.

- Leverage AI tools to enhance business intelligence and decision-making.

Customer Success Collaboration:

- Work with the Customer Success / Solution Engineering team to ensure smooth customer onboarding, drive product adoption, and facilitate growth.

- Champion customer feedback for continuous product and process improvements.

Global Travel & Representation:

- Attend international trade shows, partner events, and product demos to represent FlytBase's global presence.

Who You Are:

- People-Person: You excel at building strong relationships and have outstanding interpersonal skills.

- AI-Savvy: You're comfortable using AI-driven tools to automate tasks and inform data-driven decisions.

- Problem-Based Seller: You enjoy diving deep into customer challenges and crafting tailored solutions.

- Empathetic Communicator: You understand and address customer concerns, fostering a sense of trust and partnership.

- Experienced Sales Professional: A bachelor's degree in engineering or business is preferred, with 2+ years of full-time experience in enterprise software sales (SaaS, drones, IoT, robotics, AI, or cloud is a plus).

- Metrics-driven: You have a firm grasp of MRR/ARR, CAC, LTV, and other key business metrics.

- Adaptable: You thrive in a fast-paced startup environment, willing to work flexible hours for international client coordination.

- Growth-Oriented: You love upskilling yourself through sales podcasts, online courses, and books.

- Accountable & Goal-Focused: You take ownership of revenue targets and lead-generation goals.

- Passionate Closer: You have a knack for closing deals and are ready to provide exceptional customer service whenever it's needed.

What We Offer:

Fast-Paced Startup Culture & Company-Wide Sense of Purpose: Join a dynamic environment where your work truly matters, underpinned by a shared mission to transform the drone industry.

Young, Dynamic, and Approachable Team: Our average age is 24, fostering a vibrant and collaborative atmosphere geared toward innovation and growth.

Access to the Best AI Tools and Cutting-Edge Drone Technology: Leverage the latest technological advancements to stay ahead in a rapidly evolving industry.

Hacker Mode Environment: Embrace a culture of experimentation, bold thinking, and agility where groundbreaking ideas are welcomed.

Professional Autonomy: Take charge of your projects with the freedom to innovate and exercise independent decision-making.

Accelerated Learning & Career Growth: Enjoy fast-track opportunities for skill development and professional advancement.

Global Exposure: Work with international clients and partners, gaining cross-cultural experience and expanding your professional network.

Flexible Work Hours & Unlimited Paid Leaves

Market-Competitive Compensation: Compensation is based on your experience, professionalism, cultural fit, and alignment with FlytBase's long-term goals