Country Manager, Channels Sales - India

Country Manager, Channels Sales - India

Job Summary:

We are seeking a dynamic and experienced Channel Account Manager to join our team and drive growth through our channel partner network in the extended India region (India, Bangladesh, Nepal, Sri Lanka, Bhutan). In this role, you will be responsible for developing strong relationships with partners, educating them on our solutions, and supporting their sales activities to drive revenue growth for the region.

1. Build Business Plans: Collaborate with focus partners (existing and new) to develop comprehensive business plans around KPIs covering Pipeline, Revenue, Enablement & Certifications, Marketing

2. Distribution Management: Work closely with distribution partners to ensure new partner recruitment, their onboarding and activation, timely delivery of products, services, and results. Help with closing and processing orders

3. Relationship Building: Build and maintain mid- and long-term business relationships with partner managing directors, sales teams, and systems engineering personnel to drive mutual success. Being a SolarWinds evangelist in the partner community

4. Internal Resource Utilization: Leverage internal resources, including marketing, channel presales, and sales teams, to achieve success and support partner growth

5. Training Plan Development: Develop and implement partner training plans to meet certification requirements and enhance partner capabilities

6. Operational Decision-Making: Manage complex decision-making processes considering the business environment, gathering relevant information and identifying key issues to drive action and achieve organizational goals

7. Business & Technical Knowledge: Utilize economic, financial, and industry data to diagnose business strengths and weaknesses, develop strategies, and make informed decisions

8. Business Reviews: Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives and identify areas for improvement

Job Requirements:

• Proven experience as a Channel Manager or similar role within the IT industry, minimum 10 years

• Strong understanding of IT management software solutions, particularly in monitoring and management

• Excellent communication, negotiation, and relationship-building skills

• Ability to educate and articulate complex technical solutions to channel partners effectively

• Experience working with distribution networks and managing order processing

• Track record of achieving and exceeding sales targets and objectives

• Strong organizational skills and attention to detail

• Ability to work independently and as part of a team in a fast-paced matrix environment

• Willingness to travel as required to partner and customer offices within the region