Channel Head

4 weeks ago

mumbai, India Sify Technologies Limited. Full time

Channel Sales Leader - Mumbai


This role has strategic importance and demands someone with the expertise and sales-driven leadership to spearhead revenue growth and partner success across the region. The Channels Lead oversees all aspects of channel partner relationships, sales execution, and team management. They'll leverage their understanding of IT solutions and the competitive landscape to cultivate strong partnerships that support the company's goals.


Main Responsibilities:


• Revenue Generation: Drive a results-focused mindset toward exceeding weekly, monthly, and quarterly sales targets. Develop proactive strategies for securing new orders, retaining existing clients, and increasing market share within target accounts.


• Channel Sales Strategy for Entire Mumbai Market: Shape and execute a tailored sales strategy for Mumbai. Analyze local market conditions to identify opportunities, define go-to-market strategies with clear milestones, and collaborate closely with cross-functional teams across the organization.


• Partner Development and Management: Identify, onboard, and manage a robust network of IT channel partners in Mumbai Build trust-based relationships and proactively resolve conflicts or escalations to ensure a seamless customer experience.


• Partner Training & Sales Enablement: Invest in developing partners' knowledge and sales capabilities. Organize or oversee training on company products, services, and value propositions. Provide necessary sales support and marketing resources to enhance partners' success in the field.


• Market Research and Analysis: Proactively understand the regional IT landscape, emerging trends, customers' pain points, and competitive activities. Share these insights regularly with leadership and internal teams to refine strategy.


• Collaboration with Internal Teams: Facilitate open communication and build consensus with product, marketing, and other support teams. Ensure partners have access to the right resources, tools, and company expertise to achieve common goals.


• Contract Negotiations: Skillfully negotiate favorable contract terms with channel partners while upholding the company's interests. Maintain consistency, manage potential risks, and secure agreements that are mutually beneficial.


• Channel Performance Evaluation: Implement consistent metrics-driven methodologies to evaluate partners' sales performance, profitability, and market penetration. Use these insights to guide partner development activities, performance improvement plans, and strategic course corrections as needed.


• Budget Management: Oversee and responsibly manage budgets assigned to channel development, promotions, partner incentivization, and related activities within the region.


• Staying Updated with Technology Trends: Stay abreast of evolving technologies and industry developments that influence the IT solutions market. Use this knowledge to advise partners and adapt regional sales strategies as needed.


• Reporting and Dashboard on Channel Performance: Develop and maintain actionable dashboards with essential KPIs to track partner performance, sales progress, and revenue projections. Deliver accurate and timely reports to senior management.


Key Outputs:


• Consistent sales target achievement.

• Expansion of partner network and increased share of wallet from existing partners.

• Successful onboarding, motivation, and ongoing development of a high-performing sales team.


Qualifications:


• Education: Engineering degree with an MBA in Sales & Marketing from a top-tier institution.


• Skills/Knowledge: Demonstrated expertise in IT channel sales, deep understanding of IT applications, managed services, and/or cloud solutions. Possess an entrepreneurial spirit, excellent communication, negotiation, and relationship management skills.


• Experience: 15 -22 years of progressive experience in IT channel sales with a proven track record of success. Location: Mumbai


About Us: A Fortune India 500 company, Sify Technologies is India’s most comprehensive ICT service & solution provider. With Cloud at the core of our solutions portfolio, Sify is focused on the changing ICT requirements of the emerging Digital economy and the resultant demands from large, mid and small1sized businesses. Sify’s infrastructure, comprising state-of-the-art Data Centers, the largest MPLS network, partnership with global technology majors, and deep expertise in business transformation solutions modelled on the cloud, make it the first choice of start-ups, SMEs and even large Enterprises on the verge of a revamp. More than 10000 businesses across multiple verticals have taken advantage of our unassailable trinity of Data Centers, Networks and Security services and conduct their business seamlessly from more than 1600 cities in India.

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