Channel Partner Manager

2 weeks ago

Bengaluru, India Spirent Communications Full time

Spirent’s Online Job Link:



Channel Partner Manager- India

Location: Bangalore/New Delhi


Job Overview:

The Channel Partner Manager is responsible for cultivating and managing strategic partnerships with external channels to drive business growth in our India Region. This role involves developing and executing channel strategies, fostering strong relationships, and collaborating with partners to achieve mutual objectives. The Channel Partner Manager also assesses market trends, identifies new opportunities, and ensures effective communication between the company and its channel partners. They Develop and supports the strategic business plan for the success of the alliance and negotiate alliance agreements and maintain ongoing alliance relationships. Successful candidates should possess strong interpersonal skills, a deep understanding of the industry, and the ability to drive revenue through effective channel management.


Spirent. Promise. Assured.

Spirent is the leading global provider of automated test and assurance solutions for networks, cybersecurity, and positioning. Our innovative portfolio of products and services addresses the test, assurance, and automation challenges of a new generation of technologies: 5G, SD-WAN, Cloud, Autonomous Vehicles, and beyond. Each year we assure the promises that more than 1,500 customers worldwide make to their customers, spanning communications, transportation, government, defense, aerospace, financial services, healthcare, retail, and more. Our network, cybersecurity, and positioning experts work closely with customers to understand their needs and deliver solutions that cover their entire technology lifecycle, from the lab to real-world deployment.


Why Spirent?... Because together we can shape tomorrow

Spirent is its people When you join the Spirent team, you will join forces and work alongside some of the most passionate and greatest subject matter experts in the industry. Here, you will find a place where you can grow, think, explore, create, and make change happen in an innovative and creative environment. Success is important to us, and so is your personal well-being. At Spirent, you will love the work and life balance experience


Job Responsibilities:

  • Individual responsible for growing sales via channels, resellers and systems integrator / consulting partners and is responsible for achieving sales and profitability objectives.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Develops relationships with key decision makers and influencers with partners & end customers.
  • Consistently builds and delivers monthly partner forecast.
  • Travels with partners to assist them in building pipeline, closing opportunities, and accurately forecasting.
  • Identify market trends and corresponding Spirent solutions/offerings applicable to the account.
  • The Partner manager develops and strengthens relationships with decision makers and influencers in the account. He/she drive penetration in various functions within the customer organization. He/she should become a trusted advisor to the customer and should participate in his strategic planning.
  • Builds a trusted group of referable contacts who can vouch Spirent. He/she executes a plan to develop allies and partner allies, builds personal connections, and gains access to new contacts.
  • Identifies opportunities of growth in the account/s and leads account strategy and planning. He/she drives penetration in the customer’s business units and maintains a comprehensive account growth strategy. He/she regularly monitors sales trends, market dynamics and incorporates into existing account strategy and plan.
  • Monitors key metrics on a regular basis and plans for initiatives and actions to be taken up to sales funnel management and CSAT.
  • Work with our channel marketing team to develop, plan, and support the execution of marketing initiatives with partners.
  • Provide regular governance, reporting, and management of indirect and joint/co-selling activities.
  • Achieves assigned sales quota (Indirect / Partner-Influenced Sales) in geography.
  • Achieve intermediate metrics for partner-driven sales activity, client meetings, and opportunities.
  • Support selling activities with partners in the field.



Job Requirements:

  • 8+ years of proven experience of working with channel partner eco system in India & SAARC for test & measurement industry in telecom.
  • Good Knowledge and existing relationship in India & SAARC Telecom business including telecom service providers, cable tv, OEM’, hyper scalers, government, automotive and chip set industry.
  • Good understanding of 5G, Private wireless for Enterprises, Telco cloud, network & security business
  • Experience working with multiple types of partners including Distributors, VARs, consultants, and agents.
  • Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, revenue.
  • Technical aptitude to drive customer conversations and opportunities for Spirent solutions, specifically in the Security space.
  • Experience building annual business plans with partners, managing QBRs, and developing corrective action plans.
  • Analytical thinker with ability to leverage data to drive business decisions.
  • Experience of handling lead generation, pre-sales/sales cycles and leading Solutioning roles.
  • Self-starter that is highly motivated, willing to work in fast paced environment with high expectations, enjoys defining and driving successful outcomes.
  • Ability to travel 50-75%.
  • Experience leading end-to-end solutions development for successful sales of multi- offering transformation.
  • Prior experience in a highly collaborative and matrix environment along with working in a Global Organization would be must.
  • Engineering in electronics and communication is must while having an MBA would be an added advantage.

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