Channel Sales Manager - SEA

CloudSEK · Remote

Collected role description

Role overview

Channel Sales Manager - SEA at CloudSEK

This role exists to turn those relationships into a predictable pipeline. You will sign, enable and grow partners, run joint pipeline with them, and work with our direct sales team so that partner and direct motions reinforce each other.

Employment details

<li>Remote role with regular travel across SEA for partner meetings, events and customer calls.</li>
You’ll be rewarded a competitive salary as well as a full spectrum of generous perks and incentives which include:
Location: Remote

Application details

How to apply: Send your CV and a short note listing the Tier 1 partners you already work with in Singapore, Malaysia and Indonesia, and the Tier 2 partners you know elsewhere in SEA.<div class="content-conclusion">Benefits of Joining CloudSEK
We encourage candidates from all backgrounds to apply.

About the employer

<a href="https://cloudsek.com/">CloudSEK,</a> one of India’s most trusted Cyber security product companies, is on a mission to build the world’s fastest and most reliable AI technology that identifies and resolves digital threats in real-time. The central proposition is leveraging Artificial Intelligence and Machine Learning to create a quick and reliable analysis and alert system that provides rapid detection across multiple internet sources, precise threat analysis, and prompt resolution with minimal human intervention.
<li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">CloudSEK XVigil constantly maps a customer’s digital assets, identifies threats and enriches them with cyber intelligence, and then provides workflows to manage and remediate all identified threats including takedown support.</li>
<li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">CloudSEK’s Contextual AI SVigil identifies software supply chain risks by monitoring Software, Cloud Services, and third-party dependencies.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">Awards & Recognition: Won NetApp Excellerator's "Best Growth Strategy Award," CloudSEK XVigil joined NVIDIA Inception Program, and won the NASSCOM Emerge 50 Cybersecurity Award.</li>
<li>Represent CloudSEK at regional events, partner summits and customer briefings.</li>
CloudSEK is an equal opportunity employer and is committed to building a diverse and inclusive workplace.

Additional role details

<div class="content-intro">WHO ARE WE?
We are a bunch of super enthusiastic, passionate, and highly driven people, working to achieve a common goal!
We believe that work and the workplace should be joyful and always buzzing with energy!
Founded in 2015, headquartered at Singapore, we are proud to say that we’ve grown at a frenetic pace and have been able to achieve some accolades along the way, including:
CloudSEK’s Product Suite:
<ul>
<li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">A powerful Attack Surface Monitoring tool that gives visibility and intelligence on customers’ attack surfaces.
CloudSEK's BeVigil uses a combination of Mobile, Web, Network and Encryption Scanners to map and protect known and unknown assets.</li>
<li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">CloudSEK’s AIVigil is an AI-native Attack Surface Monitoring platform that continuously discovers, monitors, and secures exposed AI infrastructure, MCP servers, leaked AI credentials, vector databases, agentic workflows, and shadow AI across the internet.</li>
</ul>
Key Milestones:
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2016: Launched our first product.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2018: Secured Pre-series A funding.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2019: Expanded operations to India, Southeast Asia, and the Americas.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2020: Won the NASSCOM-DSCI Excellence Award for Security Product Company of the Year.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2021: Raised $7M in Series A funding led by MassMutual Ventures.</li>
<li style="font-size: 12pt; font-family: arial, helvetica, sans-serif;">2025: Secured $19 million in funding led by Tenacity Ventures, Commvault.</li>
</ul></div>CloudSEK is hiring a remote Channels Sales Manager to build and run its partner business across Southeast Asia. Role overview: You will own CloudSEK's channel strategy and revenue through partners in Southeast Asia.
SEA is a partner-led market: most enterprise and government security deals are sourced, shaped or fulfilled by a small set of trusted cybersecurity integrators, MSSPs and distributors.
This is a hunter-farmer role for someone who already knows the right people.
Partner coverage model: The role runs two tiers of partners: deep, named relationships in the three core markets, and a lighter-touch scalable model everywhere else. Key responsibilities:
<li>Own the SEA channel strategy, partner targets and revenue plan, and report on pipeline and bookings.</li>
<li>Recruit, sign and activate Tier 1 cybersecurity partners in Singapore, Malaysia and Indonesia, and agree joint business plans with each.</li>
<li>Cover Tier 2 partners across the rest of SEA, and move high performers up to Tier 1 treatment.</li>
<li>Run co-selling with partners: account mapping, opportunity qualification, deal registration, and executive sponsorship on large BFSI, government and enterprise deals.</li>
<li>Train partner sales and pre-sales teams on EASM and digital risk protection, including positioning, demos and objection handling, in coordination with our solutions engineers.</li>
<li>Design partner programme terms for the region: margins, incentives, MDF and certification, and keep them competitive.</li>
<li>Resolve channel conflict between partners and between partner and direct deals, with clear rules of engagement.</li>
<li>Track partner health with a regular forecast, scorecard and quarterly business reviews.</li>
<li>Feed market and competitor insight back to product, marketing and sales leadership.</li>
Requirements: The deciding criterion is relationships, not resume keywords.
We want someone who can open doors at the right partners in the first 30 days.
<li>Existing, verifiable relationships with Tier 1 cybersecurity-focused partners in Singapore, Malaysia and Indonesia, including senior contacts at security integrators, MSSPs and VARs.</li>
<li>Working knowledge of Tier 2 partners elsewhere in SEA, such as Thailand, Vietnam and the Philippines.</li>
<li>8+ years in channel, alliances or partner sales, with at least 2 years selling cybersecurity solutions through Tier 1/2 partners in SEA.</li>
<li>A track record of building partner-sourced pipeline and closing deals with partners, ideally in BFSI, government or large enterprise accounts.</li>
<li>Strong grasp of the security buying cycle in the region, including tenders, compliance drivers and local-presence requirements.</li>
<li>Experience structuring partner programmes: tiers, margins, deal registration and incentives.</li>
<li>Clear written and spoken English; additional regional languages (Bahasa Indonesia, Bahasa Malaysia, Mandarin) are valuable.</li>
<li>Comfortable working remotely and across time zones, with regular travel within SEA.</li>
Nice to have:
<li>Prior experience at an attack surface management, threat intelligence or digital risk protection vendor.</li>
<li>Existing relationships with regional distributors and with government-approved or MAS-regulated-sector security providers.</li>
<li>Familiarity with partner relationship management (PRM) tools and CRM hygiene, such as Salesforce or HubSpot.</li>
<li>Security or sales certifications that help in partner conversations.</li>
<li>Experience building a channel from scratch at a growth-stage company.</li>
Working model:
<li>Compensation: competitive base plus variable tied to partner-sourced and partner-influenced bookings.</li>
<li>Joining a fast-growing company with direct access to senior sales leadership.</li>
We provide an environment where you can develop and enhance your skills while delivering meaningful work that matters.
<li style="font-weight: 400; font-family: arial, helvetica, sans-serif; font-size: 12pt;">Flexible working hours.</li>
<li style="font-weight: 400; font-family: arial, helvetica, sans-serif; font-size: 12pt;">Food, unlimited snacks and drinks are all available while at office.</li>
And, the finest part is yet to come!
Every now and then we ensure to unwind and have a good time together, which involves games, fun, and soulful music.
Feel free to show off your artistic side here!
</div>

Collected experience requirement

8+ years