Channel Sales Manager-IT Hardware

Role: Channel Sales Manager

We are looking for a goal-oriented Channel Sales Manager to win, maintain, and expand partner relationships within the assigned territory. The role involves driving sales growth, managing channel partners, supporting business development initiatives, and ensuring strong engagement across the education and enterprise ecosystem.

Key Responsibilities

1. Team Review & Management Reporting

• Schedule fortnightly team reviews and provide management updates.
• Align organizational objectives and priorities with Channel Sales, Private Education Institution Sales, GeM Business, and B2B Projects.
• Conduct business planning workshops with the channel sales team.
• Provide direction and guidance to Channel Sales Managers on focus segments and solution positioning.

2. Product Team Support

• Align business requirements with the Product Team for channel-specific needs.
• Support product positioning based on current and planned portfolio offerings.
• Share market feedback, customer requirements, and field insights to support product roadmap planning.
• Focus on Partners, Private Schools, GeM opportunities, Smart School Projects, and SSA/RUSA initiatives.

3. Championing Product & Segment Solutions

• Track and report key technology and market trends within the territory.
• Understand and communicate evolving customer requirements in channel and education segments.
• Drive solution selling through channel tenders, private education projects, SI partners, and consultants.
• Plan and execute large B2B opportunities with key channel partners across multiple locations.

4. Partner Management

• Build and maintain strong relationships with Channel Partners, SI Partners, Consultants, and PMC organizations.
• Conduct regular business reviews with the top 15–20 partners in the assigned territory.
• Coordinate support requirements with Sales and Product teams.
• Develop management-level relationships with education consultants and system integration partners.
• Drive channel partnerships focused on project-based opportunities.

5. Competition Mapping

• Monitor and report competitor activities on a monthly basis.
• Track competitor product offerings, pricing strategies, GeM listings, rate contracts, and government/private tender activities.
• Provide market intelligence to management for strategic planning.

6. Customer Management

• Ensure mapping and structured engagement of private education institutions through channel partners.
• Maintain regular interaction with key customer stakeholders and decision-makers.
• Develop stakeholder and partner mapping across all education segments.
• Deliver impactful presentations, demonstrations, and solution pitches.
• Support and enable partner sales teams for effective customer engagement.

7. Sales Management

• Manage CRM/ZOHO and maintain disciplined sales funnel management.
• Drive sales of UTL education solutions through reseller and channel partners.
• Build and track detailed pipelines by SKU, segment, partner, and closure timelines.
• Own and achieve assigned territory sales targets.
• Ensure strong monthly planning, target achievement, and profitable business growth.

8. Marketing Drive

• Work closely with the B2B Marketing Team to drive partner engagement initiatives.
• Increase visibility of UTL education solutions across channel networks.
• Participate in channel-focused events, expos, and marketing programs.
• Ensure marketing investments are aligned with sales objectives and ROI expectations.

9. Market Mapping

• Maintain knowledge of display technologies, NEP 2020 initiatives, and emerging education technology trends.
• Understand Smart Classrooms, Hybrid Learning Solutions, Recording Studios, and Educational Lab Applications.
• Possess strong knowledge of private education procurement processes, reseller networks, and project-based sales environments.

Domain Experience

• Hardware
• Office Automation
• Education Technology Sales

Employment Type

• Permanent
• Full-Time

Qualifications

• MBA / M.Tech
• BBA / BCA / B.E. / B.Tech
• Any equivalent qualification

Experience

• Minimum 8 years of Channel Sales experience in a B2B environment.
• Proven track record of achieving sales targets and managing partner networks.
• Existing relationships within channel partner ecosystems are preferred.

Preferred Skills

• Presentable personality
• Strong communication and presentation skills
• Quick learner
• Excellent stakeholder and relationship management abilities
• Strong sales planning and execution skills
• Experience in CRM/ZOHO and sales funnel management
• Solution selling and project sales expertise in the education sector