Business Development and Partner Manager - Make

Bangalore, India

Make is the leading platform for anyone to visually design, build, and automate workflows,  applications, and AI Agents without the need for coding skills. At the crossroads of three of the fastest-growing software industries - automation, no-code, and generative AI - Make is leading the way to empower everyone to thrive with Agentic & AI technologies. 

If you are looking for an exciting career and growth opportunity with other hands-on tech leaders in one of the fastest-growing companies, keep reading. 

The Ecosystem Team

The Ecosystem team at Make is responsible for expanding our market reach through a strategic partner ecosystem, including System Integrators (SIs), Distributors, and Technology Partners. By building and nurturing high-value partnerships, the team accelerates revenue growth and adoption of Make’s AI-powered automation platform among enterprise customers.

Core Mission

We are looking for a skilled Business Development and Partner Manager to build and manage a successful partner ecosystem and indirect sales channel across India. This role reports to the Global Head of Partnerships, and you will be responsible for recruiting, enabling, and managing Partners. You will play a pivotal role in unlocking growth opportunities to drive revenue, expand Make’s market presence, and ensure successful customer adoption through partner-led sales and services.

Roles & Responsibilities

• Partner Acquisition & Onboarding: Identify, approach, and recruit strategic partners such as consulting companies and system integrators aligned with Make’s go-to-market strategy.
• Enable & Develop Partners: Onboard, drive enablement, and certification programs to ensure partners are equipped to successfully sell and implement Make solutions.
• Co-Selling & Revenue Growth: Leverage Partner’s expertise and collaborate with internal sales and marketing teams to develop and execute joint business plans, generate opportunities, and grow partner-sourced revenue. 
• Drive Channel Revenue: Engage with targeted channel partners and service providers, enable and equip them with resources to drive and accelerate channel revenue.
• Executive Relationship: Develop and maintain working relationships with influential executives within the Partner organizations who can substantially impact our ability to execute.
• Manage Partner Incentives: Execute Marketing Development Funds (MDF) to support deal acceleration and demand generation. 
• Go-to-Market (GTM) Execution: Lead targeted outreach campaigns, webinars, and co-marketing activities to strengthen partner engagement.
• Performance Tracking & Optimization: Define key success metrics, track & monitor partner performance, and continuously refine engagement strategies.

Requirements

• 3-5 years of experience in top management consulting, sales, channel development, business development, or similar customer/partner-facing roles as a quota carrier within a B2B SaaS company.
• Proven ability to recruit, onboard, and scale partnerships with consulting companies, system integrators, and resellers, and drive partner-sourced revenue.
• Strong understanding of go-to-market strategies, co-selling dynamics, and partner enablement strategies (experience within iPaaS, Automation, or similar tech categrories is a plus). 
• Excellent communication, negotiation, presentation, and relationship-building skills with the ability to influence and collaborate across teams.
• Experience in hyper-growth environments with the ability to adapt to evolving market dynamics, partner requirements, and organizational priorities while staying focused on delivering value and achieving strategic goals. 
• Ability to challenge and coach Partners to develop pipeline and close deals with forecast discipline and accuracy.
• Self-starter with a data-driven and results-oriented approach, capable of managing multiple initiatives and projects in a fast-paced environment.
• Fluency in English and Hindi is required.

What We Offer

• Competitive compensation and benefits packages, including performance-based bonuses and equity with restricted stock units (RSUs) from one of the fastest-growing tech companies 
• A dynamic, high-growth, and multinational environment with the flexibility to innovate and make an impact
• Collaboration with a world-class team at the intersection of automation, AI, and no-code innovation
• Opportunities for professional development and growth 
• Life insurance, medical care insurance, and enhanced sick pay 
• Gym pass
• Family leave program