Vice President of 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.