Position: Senior Sales Manager - IOT Channel Sales
This position is with our client with our global provider of telecommunications solutions and services.
The Channel Manager is responsible for establishing the channel and solution partner network and leveraging that to achieve sales and profitability objectives for the IOT business. He/She will build and grow relationships with assigned channel partners and also contribute to the creation of a national channel partner program along with the program lead.
Proactively recruits new qualifying partners as per company’s target.
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Helps build a partner management program that covers the entire process from customer acquisition to selling to after sales and commercial aspects. The partner management program will also include training, marketing/co-marketing and all other aspects that are needed to turn this into a scalable model of business which leverages the Partner skills and capabilities.
Meets assigned targets for profitable sales and strategic objectives.
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Manages potential channel conflict
Ensures partner compliance with partner agreements.
Drives adoption of company programs among assigned partners.
ACCOUNTABILITIES AND PERFORMANCE MEASURES
Achieves assigned sales target in designated partner accounts.
Meets assigned expectations for profitability.
Maintains high partner satisfaction ratings that meet company standards.
Completes required training and development objectives within the assigned time frame.
Should have a B.E Electrical/Electronics/Telecommunications or any relevant, while MBA degree would be an added advantage.
Should have 12-15 years’ experience in Consultative sales for hi-tech solutions via Channel Sales/B2B/Direct Sales (6-8 years’ experience of handling channel sales will be an added advantage)
Sales experience of M2M or IOT Sales & Domain Industry experience will be an added Advantage
Should having high level understanding of more than 3-4 solution Verticals (Smart Cities, Industrial IOT, Human Safety & Security, Utilities etc
Should have good contacts in the Verticals industry (Enterprise Segment) at CXO Levels in the relevant south Indian cities (Karnataka, Tamilnadu, Andra Pradesh/Telangana & Kerala).
Connect with industrial leading SI’s / Government bodies (PWD, Municipal Corporations etc.) in South will be an added advantage.
Good understanding of business case building, Financial Modeling & presentation skills at CXO Level is a must.
Prior Sales experience in working on strict deadlines and delivering targets (Month after Month) is a must.
Very Good Communications skills (both written & oral. In
English, Hindi & respective local languages).