Channel Sales Executive

3 weeks ago

Ahmedabad, India Testeem Solutions Full time

Industry & Sector:
Operating in the B2B technology and enterprise solutions sector, focused on selling software and services through indirect channels (resellers, distributors, system integrators) to mid-market and enterprise customers across India. This role is field-first and requires frequent on-site engagement with channel partners and customers.

Optimized Title (Primary):
Channel Sales Manager

Role & Responsibilities

  • Own partner relationships across assigned territory: recruit, onboard, enable and manage resellers, distributors, and integrators to grow pipeline and revenue.
  • Hit and exceed monthly/quarterly sales targets by driving partner-led deals and co-selling with direct sales when required.
  • Execute on-channel GTM plans: run partner enablement sessions, product trainings, joint sales calls, and localized marketing activities to increase partner-led conversions.
  • Manage end-to-end deal cycle via CRM—qualify opportunities, support partner negotiations, secure contracts, and ensure on-time deal closure.
  • Monitor partner performance with quarterly business reviews, set KPIs, and implement corrective action or incentive programs to maximize performance.
  • Provide market feedback to product and marketing teams—identify competitive wins/losses and surface channel needs to refine offerings and pricing.

Skills & Qualifications
Must-Have

  • 3+ years of demonstrable experience in channel/partner sales or distributor management in technology/B2B sales (SaaS, IT services, hardware or telecom).
  • Proven track record of achieving revenue targets via indirect channels with measurable partner growth metrics.
  • Strong relationship-building, negotiation skills, and experience conducting partner enablement and joint-sales activities.
  • Comfortable with frequent on-site travel across India and face-to-face partner engagement.
  • Familiarity with CRM tools (Salesforce, Zoho, HubSpot) and experience managing sales pipelines, forecasts and reports.
  • Excellent communication skills in English; local language proficiency (Hindi or regional) is a plus for partner interactions.

Preferred

  • Experience selling SaaS, cloud solutions, cybersecurity, telecom or enterprise software through channel partners.
  • Prior relationships with regional distributors or reseller networks in India and an established partner rolodex.
  • Exposure to channel incentive programs, MDF management, and co-marketing execution.

Benefits & Culture Highlights

  • Competitive fixed salary plus uncapped sales incentives and performance bonuses tied to partner revenue growth.
  • Field-first, performance-driven culture with strong emphasis on career progression and sales leadership opportunities.
  • Hands-on training, partner enablement resources and support from product & marketing teams to accelerate partner success.

This on-site Channel Sales Manager role is ideal for driven sales professionals who thrive in partner-led GTM models, enjoy relationship-driven selling, and want to scale channels across India. Apply if you have a proven partner-sales track record and a bias for field execution and results.

Skills: partner management,territory management,sales,b2b

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