About the role

Channel Sales Manager

(A) REQUISITION

Job Title: Channel Sales Manager

Job Category: Team Player

Department: Sales

Sub-Department: Channel Sales

Location: Ahmedabad, Patna, Mumbai, Ranchi

Travel Required: Yes

(B) JOB DESCRIPTION

About Our Client: They are a 30+ years young company, buzzing with cool ideas, making future ready products. IT is changing the way businesses run today and are happy to be a catalyst of this change. With our scalable and cost-effective products and solutions, they are ready to help businesses meet their IT needs.

Products & Services:

Salesforce (Gold Partner)
SAP (Asia No-1 Partner & Diamond Partner)
Business Analytics (Tableau, Qlikview & Ms Power BI)
HR-ONE (HRMS Product)
Microsoft Products
Web & Mobility
Education ERP
Cloud

Our Achievements:

CMMI Level 5 Company
SAP Platinum Partner
Microsoft Gold Partner
Tableau Gold Partner
9 Business Locations in INDIA
2 INTERNATIONAL Business Locations
ISO Certification
1000+ clients
1500+ Headcount
15+ Awards
Best workplace (Ambitious box); GPTW certified

Role: Channel Sales Manager

We are looking for a goal-oriented channel sales manager for winning, maintaining, and expanding all our partner relationships within the assigned territory. Your role will include supporting the company’s ongoing sales and growth opportunities by providing channel sales support to a region or portfolio of assigned partners or customers. The ideal candidate will have experience in channel management, strong communication and interpersonal skills, and a deep understanding of the sales process.

Roles & Responsibilities:

Team Review & Management Reporting:
- Scheduling Fortnightly team review for management updates, Aligning Organization focus and Directions as objectives & tasks on hand with Channel Sales, Private Education Institution sales, (Partner enabled Gem Business, Channel Sales and Channel B2B Projects).
- Business Planning workshop with Channel sales team, working in alignment with Channel Direction for focus segment and finding pitch as needed for the solution to focus in Channel & provide Inputs and Directions to channel sales managers.
Product Team Support:
- Aligning Business Directions along with product Team - for Channel segment needs... Aligning Pitch with Portfolio on hand and also portfolio in plan.
- Providing Field insights for Management review thru product team for the Product Roadmap on hand, Mkt Needs on hand and ecosystem in mkt place for Channel Business - Specific Focus on Partners, Private Schools, GeM, Smart School projects and SSA/RUSA investments.
Championing Product & Segment Solution:
- Regular assessment and reporting of key technology trends in the territory, Understand & share evolving customer requirements by Channel for projects and Private education segment.
- Experience and knowledge of solution selling - Channel Tender from private education, liaison with SI and Consultants, Taking ownership and Planning with Big B2B Channel Partner for multi locational institutions and projects.
Partner Management:
- Rich experience in close working with Channel, SI Partner & consultants in Assigned territory, having engagements with PMC for education & Govt Practice teams of partners will be an added advantage for Scaling GeM Business through Partners.
- Organizing regular and detailed Business Review with Top 15-20 partner resellers in the territory assigned, setting direction and Aligning for support needed through sales & product team.
- Building Management Level Focus with Key Education Consultants & system integration (SI), IT system integration partners. Driving Channel project Segment Specific Partner association.
Competition Mapping:
- Insights around Organization (Team members & SI partner base) reporting on monthly basis to management.
- Reviewing tracking and sharing key competition activity in Market place. Model line-up, pricing pitch on GeM, RC and Private & Government Tenders floated and concluded in mkt place.
Customer Management:
- Ensuring all states Private Education Institutions are mapped and structured for engagement through Sales team of Partners- Ensuring constant and close touch with Key Customer account stake holders.
- All states Education institutions across all sub segments to be mapped with a structured key stake holders map and partner reseller map alongside. Experience in successfully working and influencing key decisions makers in Channel segment.
- Impactful presentations and demonstration skills for ensuring solution pitch to customer segment. Drive to support enabling & equipping the partner sales team.
Sales Management:
- Experience with CRM/ZOHO management, Experience with structured and disciplined working on sales funnel management with sale steam as a part of scheduled review process.
- Driving sales for UTL Range of education solutions across Projects in Private education with Reseller Channel Segment.
- Working with Team to align detailed Pipeline by SKU, Segment, Partner, Closure time frame with proper understanding with clarity on Buying and award process.
- Owing up the sales target for the territory assigned, Ensuring the Monthly Plans are robust, target accomplishments with a positive Margin is the mindset, Deliverables are best demonstrated when they start showing up as results in every action.
Marketing Drive:
- Working closely with B2B marketing team driving Initiatives for B2B Engagement & Initiative to Ramp up UTL education solutions Face in Channel Segment.
- Ensuring Close Engagement for Channel Vertical Marketing Platform events and expos. Taking the Marketing drive and investments for RoI focused with Sales approach for Education Business.
Market Mapping:
- Knowledge on display technology, NEP 2020 linked education solutions and its future trends specifically pertaining to various LAB Applications, Education linked Smart Class, Hybrid Class, Recording Studio applications etc.
- Hands on sales professional with understanding of core Private & Reseller segments - Detailed into Multiple Project plans and Procurement arms.

Domain:

Industry: Hardware; Office Automation; Education Technology Sales

Qualifications and Education Requirements

Minimum 8 years of channel sales experience in a business-to-business sales environment with a proven track record of success and existing partner relationships.
MBA/M.Tech
BBA/BCA/B.E/B.Tech or any other