Viresh Dalal
Channel & Alliances Manager
Bangalore
Summary
Senior Channel Manager driving reseller performance through onboarding, enablement, and structured sales governance. Builds repeatable channel motions with joint planning, partner playbooks, and cadence calls that improve pipeline quality. Expanded partner contribution across India by activating and re-engaging 41+ partners and lifted partner-led revenue through activation and re-engagement.
Overview
8
8
years of professional experience
Work History
Partner Business Development Manager
Bitrix24
03.2025 - 08.2026
- Enabled 6 partners to achieve Gold status within 6 months, contributing to a 40% increase in partner-led sales.
- Expanded the partner ecosystem across India by driving recruitment, onboarding, and enablement initiatives.
- Onboarded 40+ partners in 12 months, establishing structured development programs to accelerate revenue contribution.
- Reactivated dormant partners, generating over 40% of total partner business revenue.
- Managed INR 2M in new business MRR through partner-first GTM strategies and joint enterprise sales initiatives.
- Developed comprehensive partner playbook with workshops, QBRs, and governance cadences to enhance partner performance.
Partner Business Manager
Freshworks
09.2022 - 07.2024
- Facilitated collaboration between offshore sales teams and US-based partners to drive revenue and ensure sales compliance.
- Managed weekly cadence calls to qualify projects and accelerate partner-sourced opportunities.
- Executed partner GTM strategies with GSIs and Platinum partners to meet quarterly revenue targets.
- Closed high-value contracts including $94,000 with Axis Bank and $72,000 with Alterego Technology Limited.
- Maintained an average ticket size of $25,000 ARR with consistent monthly deal closures.
Business Associate
Better.com
01.2021 - 01.2022
- Served as the primary point of contact for offshore sales teams and US-based partners to ensure sales compliance.
- Managed weekly cadence calls between offshore and onshore teams to determine project eligibility.
- Qualified projects and clients for account executives to accelerate deal closures in the secondary market.
- Recognized as Best Performer of the Month for excellence in partner management.
Business Development Executive
BYJU'S
01.2019 - 01.2021
- Executed full-cycle sales including prospecting, cold calling, and lead closure.
- Closed over 100 deals, ranking as one of the highest performers in the team.
- Managed and onboarded educational institutions for co-branding and co-selling initiatives.
- Achieved recognition as the highest performer in the region.
Education
MBA - undefined
Cardiff Metropolitan University
PGDM -
Universal Ai University
Mumbai, India05.2019
Skills
Partner recruitment
Partner onboarding
Partner enablement
Strategic alliances
Channel sales
Partner ecosystem management
Joint business planning
Partner performance management
Route-to-market strategy
Partner playbook development
Accomplishments
- Onboarded 40+ new partners within 12 months, significantly expanding market reach.
- Accelerated 6 partners to Gold status within 6 months of onboarding, resulting in a 40% increase in sales.
- Managed INR 2M in new business MRR across the India region.
TRAINING
Consulting Launchpad workshop by Sandeep Das: Focused on market opportunity identification, strategic partner thinking, and executive stakeholder communication.
Timeline
Partner Business Development Manager
Bitrix24
03.2025 - 08.2026
Partner Business Manager
Freshworks
09.2022 - 07.2024
Business Associate
Better.com
01.2021 - 01.2022
Business Development Executive
BYJU'S
01.2019 - 01.2021
MBA - undefined
Cardiff Metropolitan University
PGDM -
Universal Ai University