HostBooks - Vice President - Channel Sales

Position: Vice President Channel Sales (ERP Solutions)Company: HostBooks LimitedLocation: GurugramExperience: 15 - 20 years in Channel Sales of ERP or Enterprise SoftwareEducation: Graduate/Postgraduate from IIT/IIM or equivalent in Engineering, Business, or related disciplineWorking Days: 55 Days/WeekCompensation: Industry-leading Fixed + Variable + Performance IncentivesAbout HostBooks Limited:HostBooks is a fast-growing ERP software company focused on transforming the manufacturing industry.Our comprehensive ERP platform is tailored to help manufacturers streamline operations, optimize resource planning, and achieve real-time visibility across procurement, production, inventory, finance, and sales functions.Role Overview:We are seeking a seasoned and strategic Vice President Channel Sales to lead our indirect sales strategy and drive revenue growth through a robust partner ecosystem.This leadership role is responsible for building, managing, and scaling channel partnerships (VARs, SIs, ISVs, consultants) to deliver high-value ERP solutions across the manufacturing sector.The ideal candidate will own the P&L for the channel business, ensuring profitability, performance, and long-term partner success.Key Responsibilities:- Channel Sales Strategy & Execution: Develop and lead the channel sales strategy to drive ERP solution sales via indirect channels across India.- Partner Ecosystem Development: Identify, onboard, and nurture strategic channel partners with a focus on manufacturing sector coverage.- Large-Ticket Deal Enablement: Enable partners to successfully sell high-value ERP deals (INR 15L and above) by providing training, tools, and deal support.- P&L Ownership: Manage the complete channel sales P&L including revenue generation, cost control, and partner ROI optimization.- Sales Enablement & Support: Build a structured enablement framework to equip partners with sales kits, product knowledge, and competitive insights.- GTM Collaboration: Work with marketing and product teams to design and execute joint go-to-market campaigns, partner events, and demand generation initiatives.- Performance Management: Define KPIs for partner performance, conduct regular business reviews, and drive continuous improvement in channel productivity.- Leadership & Team Building: Hire and lead a channel sales team to support expansion goals and regional scale.- Market Intelligence: Gather and relay partner and market feedback to influence product strategy, pricing, and positioning.Qualifications & Skills:- 15+ years of experience in channel sales within ERP, enterprise software, or technology solutions, with at least 10 years in partner-led sales models.- Proven experience in building and scaling indirect sales networks to drive large-ticket ERP or software solution sales.- Strong understanding of manufacturing industry dynamics and how ERP solutions address key operational challenges.- Demonstrated P&L ownership, with ability to drive profitable growth through channel programs.- Excellent relationship management, partner onboarding, and channel conflict resolution skills.- Deep expertise in partner enablement, joint GTM planning, and performance tracking.- Strong leadership, communication, and strategic planning abilities.- Experience working with mid-market and large partner networks across different geographies is a plus.Why Join HostBooks?- Lead the channel growth strategy for a high-impact ERP platform built for manufacturers.- Build and scale a nationwide partner network from the ground up.- Drive real business transformation in the manufacturing sector through technology.- Work in a performance-driven culture with strong leadership support and career growth opportunities. (ref:iimjobs.com)