Partnership & Channel Sales Manager

Partnership & Channel Sales Manager (Revenue)

Location: Gurgaon (Onsite)

Working Hours: 6:00 PM - 3:00 AM IST (aligned to U.S. business hours)

Experience: 3-5 years

Industry: AI SaaS | B2B

About the Company

Spyne builds AI software for US car dealerships. Studio AI turns phone-shot vehicle images into retail-ready merchandising in minutes. Vini AI is a conversational agent that handles dealership sales and service calls, web leads, follow-up and scheduling. Both are live, both are growing, and almost all of it is sold from Gurgaon.

Stage: Series B, $25M+ raised from Accel, Vertex Ventures and Storm Ventures Dealerships live: 2,000+, from under 200 in 2023 Market covered: Under 3% of the roughly 70,000 US rooftops (NADA, Urban Science) Revenue mix: Large majority from the US Systems integrations: 70+ across CRM, DMS, inventory, service and finance Team: 200+, primarily India-based.

Most of those 2,000 dealers came in one rooftop at a time through direct sales. The partner channel is how we reach the rest faster: a single lot service provider or photography agency can put Studio AI in front of dozens or hundreds of stores it already photographs every week. Our current partner portfolio spans national providers, regional agencies and independent operators across the US, including DealerVision, Dealer Specialties and Pro-MotionPix. This seat exists to sign more of them, get each one live and producing, and grow the revenue that comes through them.

Read more about us:

• Studio AI Product - Link
• Vini AI Teaser - Link
• Spyne New Office - Link
• Series A Announcement: Spyne raises $16 Million - Link
• Spyne x CDK Fortellis Marketplace Integration - Link

About the Role

Sell Studio AI to the US partner ecosystem, onboard every partner you sign, and grow the accounts you own. A real number, a real portfolio, a function you help build.

This role reports to the Head of Partnerships and is based onsite in Gurgaon, working US hours, Monday to Friday. Your day starts in the evening IST and runs into the night, with occasional US travel for partner visits and industry events. The market is US lot service providers, dealership photography agencies, inventory merchandising vendors and resellers who serve car dealers. The product is Studio AI, our visual merchandising product for dealer inventory, sold to partners for use across their own dealer clients.

There are roughly 70,000 car dealerships in the US, and the franchised half alone turned over more than $1.3 trillion last year (NADA). Behind those stores sits a fragmented ecosystem of lot service providers, dealership photographers, inventory merchandising vendors and software resellers who visit the lot, shoot the cars and get them online. Many run thin margins on labour-heavy work, and every day a car sits unlisted costs their dealer clients $37 to $75.

Studio AI lets a provider deliver retail-ready images faster, more consistently and at lower cost per vehicle, without giving up their dealer relationships or their sales. That is the pitch, and it is the reason the partner channel can grow faster than direct sales alone.

We are live in under 3% of the US market. The plan is to grow the business 10x by December 2028, and partnerships is one of the levers that gets us there. Every dealer a partner brings onto Studio AI is a store we did not have to cold call. You would be at the front of that.

Responsibilities

Partner sales and new partner onboarding are the core of this role. Everything else supports them.

• Sell Studio AI to new partners and close the contract. Source, qualify and close lot service providers, photography agencies and resellers into the partner portfolio. Run the full cycle: first conversation, pilot, commercial negotiation across per-VIN, volume-slab or flat-fee structures plus setup, contract, signature. New logos and the revenue against them are your number.
• Onboard every partner you sign and get them producing. Own the journey from signature to steady-state volume: certification, integration with the partner's shooting and delivery workflow, first live dealer, first 90 days. A signed partner that is not live is not a win. You are accountable until it is.
• Own the US partner and reseller business for Studio AI. A named portfolio of existing partners plus the ones you bring in. Revenue, renewals, expansion and health of every account in it.
• Learn the ecosystem from the people in it. Spend real time with current US partners to understand how they operate: how they win dealer accounts, how they staff and route photographers, what a shoot costs them, where margins leak, what software they already run. Turn that into a map of the US partner ecosystem the company sells from.
• Upsell the stack. Partners who run Studio AI for images are the first candidates for the rest of what Spyne builds. Take Vini AI and new products into the partner base and into the dealer networks partners serve, with a clear view of who decides and what they gain.
• Build the partner onboarding GTM. Turn what works in your own onboardings into the playbook: segment-specific collateral for national, regional and independent providers, the onboarding sequence, and the metrics that say whether it worked. What you build is what the function runs on.
• Be the voice of the partner inside Spyne. Feed product, integration and pricing requests back to the teams that build and price. Flag partner risk early, not at renewal.

Two rules we screen for: never invent a dealership or partner statistic, and always say where a number comes from.

Qualifications

• 3 to 5 years in B2B sales, account management or partnerships, with a record of closing and growing accounts that you can walk us through deal by deal.
• Has carried a number and hit it. Quota, revenue or retention target, owned end to end, with a clear story of what worked and what did not.
• Runs a commercial negotiation. Comfortable with pricing structures, contract terms and multi-stakeholder deals where the buyer's own margin is on the table.
• Has taken a customer from signed to live. You know the gap between a contract and a producing account, and you have closed it yourself.
• Spoken and written English that holds with a US business owner. Clear, unhurried, understood the first time. Accent is not the test. Being understood and trusted is.
• US hours, on site in Gurgaon. Evenings and nights IST. Willing to travel to the US as the role needs.
• Curious about how a business makes money. You want to understand a lot service provider's P&L well enough to show them where Studio AI changes it, and you can hold that math in a conversation without misquoting it.
• Builds structure where there is none. This is an early function. You will write the playbook, not inherit one.
• Keeps commitments. Met, or renegotiated before they are missed. Including the follow-up you promised a partner at 11pm IST. This is what we screen hardest for.

Required Skills

• Runs a commercial negotiation - comfortable with pricing structures, contract terms and multi-stakeholder deals
• Has taken a customer from signed to live, and closed that gap yourself
• Spoken and written English that holds with a US business owner - clear, unhurried, understood the first time
• Keeps commitments - met, or renegotiated before they are missed

Preferred Skills

• Channel, reseller or partnership sales experience, in SaaS or otherwise.
• Exposure to US customers or the US auto retail or automotive services ecosystem.
• Experience selling to small and mid-sized business owners rather than enterprise procurement.
• Familiarity with a CRM and with running a pipeline in it.

What We Offer

Ownership: A named portfolio of US partner accounts and a new-logo target. You own the number, the relationships, the onboarding and the plan to hit it.

The path: Partnerships is a growing function. Senior KAM, Partnerships Lead and US-based channel roles are the natural next steps from this seat.

Real US SaaS: US customers, US hours, a US-scale market and a product partners renew because it changes their unit economics. A record of closing and growing US channel accounts is worth something anywhere.

Investment in you: Structured product certification, a domain curriculum on US auto retail and the vendor ecosystem around it, and regular review of your partner conversations and deal plans.

How You will be measured

Targets are set in the first month and reviewed monthly. Revenue, live partners and retention weigh more than activity.

• Partner revenue: Closed and recognised revenue through the partner channel against a quarterly target
• New partner logos: Partners signed by you that go live and produce, not just signed
• Onboarding velocity: Time from signature to first live dealer and to steady-state volume, for every partner you bring in
• Net revenue retention: Expansion, renewal and churn across your existing portfolio
• Cross-sell: Additional Spyne products adopted by partners and the dealers they serve
• Ecosystem coverage: Depth of the partner map you build: segments identified, key accounts mapped, relationships opened