Head-Channel Partnership

JD - Head Channel Partnership

Location: Based out of Bangalore

Experience: 8-10 years

Key Responsibilities

1. Channel Strategy & Development

• Define and execute the companys

  channel partner program

  for India.
• Identify, evaluate, and onboard new partners including system integrators, FM

companies, and property management service providers.

• Segment partners (tiered models, incentives, rebates, margins) for scalability.

2. Partner Management

• Build strong relationships with partner leadership teams.
• Create

  joint go-to-market plans

  with partners for targeted industries (commercial

real estate, residential complexes, manufacturing, IT parks, co-working spaces). Monitor partner performance and drive sales through enablement and structured

reviews.

3. Revenue & Business Development

• Drive

  new customer acquisition via partners

  .
• Co-sell with partners on enterprise accounts, large facilities, and developer projects.
• Support customer-specific enhancement requests and influence product roadmap via

channel insights.

4. Enablement & Operations

• Develop partner onboarding kits, training sessions (sales + technical), and

certification programs.

• Define partner agreements, commercials, and compliance processes.
• Work closely with Sales, Product, and Support teams to ensure seamless execution.

Desired Profile

Experience

• 810 years

  of experience in

  Channel Sales / Partner Management

  .
• Strong background in

  Access Control / Security Systems / Building Automation /

Surveillance

• Proven track record of building and managing partner ecosystems across India.

Skills

• Deep understanding of

  hardware + SaaS sales models

  (upfront + ARR).
• Strong relationship-building and negotiation skills with C-level stakeholders.
• Ability to design scalable channel programs with clear ROI for partners.
• Operational discipline in contracts, compliance, and partner governance.

  Education

• Graduate degree in Business/Engineering (MBA preferred but not mandatory).

Interested candidate share your profile to nithyashree.p@recruitzo.com