Channel Sales Manager IT Products

Role & responsibilities

We are seeking a highly motivated and experienced Channel Sales Manager

Channel Development & Management: Identify, on-board, and manage channel partners, distributors, and resellers for IT products (hardware, software, networking, and solutions). Build strong relationships with existing partners and ensure alignment on business goals and revenue targets. Conduct regular business reviews with partners to assess performance, pipeline, and future potential. Ensuring an adequate number of channel partners to increase the market reach by appointing the requisite number of partners and retailers. Market visit to channel partners, retailers, and various other store formats, regularly to get information on the customers, understand sales progress, issues in the market, and take timely action. Allotment target to channel partners and reviewing the performance of such partners. Working with regional marketing to devise programs that will help them achieve targets. Facilitating resolution of issues related to distribution, viz marketing support, clearance of backend, pricing, and logistics-related issues. Working closely with product training teams to build knowledge and competencies in partners' sales force on products and selling skills.

Sales Strategy & Revenue Growth:

Develop and execute regional channel sales plans to achieve sales and profitability objectives. Drive revenue growth through partner enablement, incentive programs, and joint marketing activities. Forecast sales, track KPIs, and ensure achievement of quarterly/annual revenue targets.

Market Intelligence & Strategy: Track competitor activity, pricing trends, and new technology developments in the IT product landscape. Provide actionable insights to management for product positioning and market expansion.

Government/Institutional Business: Leverage GeM (Government e-Marketplace) and PSU procurement channels for IT product sales. Identify and bid for tenders, manage end-to-end proposal processes, and ensure compliance with GeM norms. Build relationships with procurement officers, departments, and system integrators in government and enterprise sectors.

Preferred candidate profile

Candidate with 10+ years of experience in IT product sales, Managing Channel Partners, Track record of achieving sales targets, Experience with Government / Public Sector sales, Designing channel GTM strategies, Expertise in working with government-empaneled partners, Familiarity with Tendering and Compliance requirements, Strong relationship-building and negotiation skills, Ability to work independently and travel for partner engagement and Strong relationship-building and negotiation skills.