HostBooks - Vice President - Channel Sales

Position: Vice President Channel Sales (ERP Solutions)

Company: HostBooks Limited

Location: Gurugram

Experience: 15 - 20 years in Channel Sales of ERP or Enterprise Software

Education: Graduate/Postgraduate from IIT/IIM or equivalent in Engineering, Business, or related discipline

Working Days: 5

5 Days/Week

Compensation: Industry-leading Fixed + Variable + Performance Incentives

About 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.