Sanjay Rokhade

About Sanjay Rokhade

Senior Cybersecurity Channel & Partnerships Executive with 28 years of driving multi-million-dollar revenue growth, operational excellence, and partner ecosystem innovation across India, SAARC, and global markets. Trusted advisor to CXOs — shaping policy, strategy, and execution in complex enterprise environments.Renowned for transformational go-to-market models that double channel revenues and deliver up to 400% year-over-year growth through strategic partner onboarding and ecosystem optimization. Proven success in architecting and scaling channel and GSI strategies, expanding distribution networks, and launching MSSP programs for top-tier security vendors.Passionate about building and leading high-performing teams, fostering collaboration, and driving cross-functional initiatives that elevate partner engagement and accelerate business outcomes. Committed to talent development, succession planning, and digital transformation aligned with evolving market dynamics — enabling organizations and partners to thrive in a fast-changing technology landscape.Signature Achievements: Delivered 100%+ channel revenue growth at NetWitness and scaled RAH Infotech’s revenue by 400% via strategic partner expansion. Built partnerships with 50+ VARs, GSIs, and MSSPs, onboarding 20+ new partners to unlock multimillion-dollar incremental revenue. Expanded vendor presence by 20-40% across Tier 2 cities in India and emerging SAARC markets including Bangladesh, Nepal, and Sri Lanka. Led distributor and OEM turnaround initiatives, cutting operational turnaround times by over 50% and optimizing partner efficiency. Awarded multiple Excellence and VAD accolades for operational leadership and sales performance (NetWitness, RSA, McAfee, Forcepoint). Spearheaded 20+ partner enablement campaigns, RFP wins, and annual marketing events to drive brand recall and lead generation.Core Leadership Strengths: Channel & Alliance Strategy · GSI & Distribution Ecosystem Development · MSSP Program Leadership Strategic Planning · P&L & Sales Operations Management · Credit & Partner Onboarding Excellence GTM Innovation · Market Expansion into Emerging Economies · Vendor & OEM Relations Team Building & Talent Development · Succession Planning · Cross-functional Leadership & Stakeholder Management Regulatory & Commercial Acumen in Cybersecurity · Digital Transformation & Process Excellence

Experience

1. Channel & Distribution Manager - India Saarc

   Netwitness

   May 2022 — Present · Bengaluru, IN

   Spearheaded a strategic channel partner revitalization initiative that doubled channel revenue and strengthened relationships with Tier1 and Tier2, GSIs and VARs across India and Bangladesh.• Conceptualized and launched an MSSP (Managed Security Service Provider) segmentation program, creating new revenue streams and increasing market penetration in emerging segments.• Achieved a 50%+ reduction in distributor operational turnaround time within 3 months by streamlining processes and enhancing distributor enablement, dramatically improving partner satisfaction and sales velocity.• Designed and executed 20+ partner enablement campaigns covering technical training, sales readiness, and marketing, resulting in significant increases in RFP wins and brand visibility.• Recognized with multiple cross-functional awards for excellence in distributor management, operational innovation, and partner engagement.

Education

• Savitribai Phule Pune University

  Master of Business Administration - MBA

• Karnatak University

  Bachelor of Engineering - BE