Channel Manager

Apple's Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, is in many ways, the face of Apple to our largest customers. We are here to help enterprise businesses transform the way people work- while growing top-line revenue for Apple. To realize this goal, we gain deep understandings of the businesses we manage-at all levels from tactical to strategic. We build a vision that can encourage customers to transform using Apple products. We collaborate closely with internal and external partners to build plans for solutions and new use cases, and then we help drive execution of the solution. The people here at Apple don't just build products - they build the kind of wonder that's revolutionized entire industries. It's the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it. Imagine what you could do here.

Description

The Channel Manager will be responsible for fixed set of partners based out of Pune and driving partner-led sales growth, revenue management, and channel expansion across multiple cities in India across Maharashtra & Gujarat. This individual will manage key channel relationships, ensure partner enablement through training and marketing support, and implement business plans that drive long-term growth.

Responsibilities

• Channel Partner Management - Develop and manage relationships with key channel partners and national distributors. Ensure partners meet sales targets and maintain healthy sales pipelines. Conduct regular business reviews and performance evaluations with partners. Identify and onboard new partners to strengthen presence in key and emerging markets.
• Revenue Growth & Business Planning - Achieve monthly, quarterly, and annual sales and revenue targets through channel partners. Create and implement annual business plans jointly with partners. Track and analyse partner performance metrics, sales forecasts. Drive upsell and cross-sell opportunities within the partner customers.
• Marketing & Demand Generation - Plan and implement joint marketing activities with channel partners. Manage and allocate partner marketing budgets effectively for campaigns, events, and digital promotions. Work closely with the marketing team to ensure consistent brand visibility across regions. Measure the effectiveness of marketing programs and optimize for performance.
• Partner Training & Enablement - Design and deliver partner training programs on products, sales techniques, and solution offerings.Collaborate with the product and technical teams to ensure partners are up to date on the latest solutions and competitive positioning.Build sales toolkits, presentations, and case studies to support partner-led sales efforts.
  Geographic Expansion - Identify high-potential markets for business expansion across multiple cities. Develop and implement strategies for partner acquisition and development in new territories. Coordinate with internal teams for marketing, and operational support during market entry.

Minimum Qualifications

• MBA or equivalent with 15-20 years of experience in channel or partner management within the IT hardware or technology industry or Enterprise and SMB Software sales.
• Experience of Maharashtra and Gujarat market. Since our biggest TAM is in Pune, and we have under 5% share, it is preferred that candidate has worked in Pune for min 2 years and has local customer / partner relationships.
• Proven leadership in consultative selling for large enterprise customers balancing short-term execution with long-term customer value and strategic demand generation
• Demonstrated ability for executive relationship management, cross-functional collaboration, complex deal structuring, and enabling partners for enterprise-level negotiations

Preferred Qualifications

• Demonstrated success in driving channel revenue growth and partner enablement programs.
• Strong understanding of the IT hardware / technology distribution ecosystem or Enterprise and SMB Software sales.
• Experience in encouraging C-level executive relationships at Top Indian companies. Comfortable challenging the status quo.
• Proven experience in channel sales and partner management.
• Executive presence with ability to do CxOs level presentations
• Excellent communication, negotiation, and relationship-building skills.
• Strong analytical and planning capabilities.
• A strategic and proactive leader who thrives in multifaceted and evolving environments, with the ability to set direction, manage ambiguity, and develop new business areas while mentoring others to success
  Ability to work in a fast-paced, multi-city environment with a can do attitude.

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