Verified Job
Marketing
Business Development Manager: Enterprise Sales and Channel Partnership
Marketing
#548249
Remote / WFH
Job Description
About the job
Business Development Manager: Enterprise Sales & Channel Partnership
Experience: 2-8 years, age 24-30, any gender
Location: NCR
CTC range: INR 3.6-6.4 LPA
• Fixed Salary range: INR 2.4-4 LPA (20-35k/m)
• Variable Incentives range: INR 1.2-2.4 LPA (10-20 k/m)
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 Consumer Markets, 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—Drona Aviation just might be your perfect playground.
Here, you’ll leverage cutting-edge Drone technology, collaborate with top-tier partners, and play a pivotal role in shaping the future of the drone autonomy revolution.
Company Description
Drona Aviation is a pioneer in building an ecosystem for drone innovations since 2014 by IIT Bombay Alumni. We have empowered 100s of academic institutes with our Drone labs, with partners at Niti Aayog/Atal innovation Labs and have enabled lacs of youngsters take their first flight of their lives. We have received 50+ accolades/awards/recognitions from Govt/Private bodies, in the last decade and are yet to
In B2C, we offer our nano-drones, Pluto 1.2 and Pluto X; our developer platform for Drones, PlutoBlocks; our online learning programs; our hands-on Workshops/Summer Camps and spares for the kits via our stores on website, whatsapp, Amazon and other ecom websites. We also enable our smart users with tinkering opportunities with offerings like hardware components, programming IDE, Pluto Controller App, and a developers' community to foster drone learning and innovation. We distribute hundreds of drone kits via B2C channel and are looking to scale it.
In B2B, we offer Enterprise solutions like Drona Labs for schools/colleges, Drona Park for residential societies, Drona Teams for engagement programs at corporates, Drona Lounges for Resorts/hotels and other commercial services for various use-cases. We have also served global brands like KFC for their promotional activities to support the drone ecosystem in India. We distribute thousands of drone kits via B2B Channels and are looking to blitz-scale it.
We’re not just building a Drone-tech product—we’re on a 1-10 journey of creating a new category in drone tech ecosystem. Our mission is to unlock the world’s third dimension of learning through 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, Drona Aviation is the place for you.
Role Overview
As the Enterprise Sales & Channel Partnership Manager, you’ll play a pivotal role in expanding Drona Aviation's customer and partner network. 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 products/programs/services across regional markets.
Key Responsibilities:
Drive Partnerships Revenue
• Achieve monthly/quarterly revenue targets and build a team of 3-5 regional account managers.
• Manage the complete sales cycle, from prospecting and qualifying leads to closing enterprise-level deals.
Channel Partner Management
• Cultivate and strengthen relationships with our 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 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 our 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.
Travel for Brand Representation
• Attend trade shows, partner events, and product demos to represent our industry presence.
Who You Are:
• People-Person: You excel at building strong relationships and have outstanding interpersonal skills.
• Tech-Savvy: You’re comfortable using tech/AI-driven tools to automate tasks & make 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 Tech 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 25, fostering a vibrant and collaborative atmosphere geared toward innovation and growth.
• Access to 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.
• Market-Competitive Compensation: Compensation is based on your experience, professionalism, cultural fit, and alignment with our long-term goals.
Ready to Take a Flight?
If you’re excited to join a pioneering team that’s redefining drone based learning, we’d love to hear from you.
Note: An MBA is not required for this role. Experience in enterprise software sales is essential.
Business Development Manager: Enterprise Sales & Channel Partnership
Experience: 2-8 years, age 24-30, any gender
Location: NCR
CTC range: INR 3.6-6.4 LPA
• Fixed Salary range: INR 2.4-4 LPA (20-35k/m)
• Variable Incentives range: INR 1.2-2.4 LPA (10-20 k/m)
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 Consumer Markets, 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—Drona Aviation just might be your perfect playground.
Here, you’ll leverage cutting-edge Drone technology, collaborate with top-tier partners, and play a pivotal role in shaping the future of the drone autonomy revolution.
Company Description
Drona Aviation is a pioneer in building an ecosystem for drone innovations since 2014 by IIT Bombay Alumni. We have empowered 100s of academic institutes with our Drone labs, with partners at Niti Aayog/Atal innovation Labs and have enabled lacs of youngsters take their first flight of their lives. We have received 50+ accolades/awards/recognitions from Govt/Private bodies, in the last decade and are yet to
In B2C, we offer our nano-drones, Pluto 1.2 and Pluto X; our developer platform for Drones, PlutoBlocks; our online learning programs; our hands-on Workshops/Summer Camps and spares for the kits via our stores on website, whatsapp, Amazon and other ecom websites. We also enable our smart users with tinkering opportunities with offerings like hardware components, programming IDE, Pluto Controller App, and a developers' community to foster drone learning and innovation. We distribute hundreds of drone kits via B2C channel and are looking to scale it.
In B2B, we offer Enterprise solutions like Drona Labs for schools/colleges, Drona Park for residential societies, Drona Teams for engagement programs at corporates, Drona Lounges for Resorts/hotels and other commercial services for various use-cases. We have also served global brands like KFC for their promotional activities to support the drone ecosystem in India. We distribute thousands of drone kits via B2B Channels and are looking to blitz-scale it.
We’re not just building a Drone-tech product—we’re on a 1-10 journey of creating a new category in drone tech ecosystem. Our mission is to unlock the world’s third dimension of learning through 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, Drona Aviation is the place for you.
Role Overview
As the Enterprise Sales & Channel Partnership Manager, you’ll play a pivotal role in expanding Drona Aviation's customer and partner network. 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 products/programs/services across regional markets.
Key Responsibilities:
Drive Partnerships Revenue
• Achieve monthly/quarterly revenue targets and build a team of 3-5 regional account managers.
• Manage the complete sales cycle, from prospecting and qualifying leads to closing enterprise-level deals.
Channel Partner Management
• Cultivate and strengthen relationships with our 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 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 our 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.
Travel for Brand Representation
• Attend trade shows, partner events, and product demos to represent our industry presence.
Who You Are:
• People-Person: You excel at building strong relationships and have outstanding interpersonal skills.
• Tech-Savvy: You’re comfortable using tech/AI-driven tools to automate tasks & make 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 Tech 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 25, fostering a vibrant and collaborative atmosphere geared toward innovation and growth.
• Access to 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.
• Market-Competitive Compensation: Compensation is based on your experience, professionalism, cultural fit, and alignment with our long-term goals.
Ready to Take a Flight?
If you’re excited to join a pioneering team that’s redefining drone based learning, we’d love to hear from you.
Note: An MBA is not required for this role. Experience in enterprise software sales is essential.
