Internet of Things Engineer

channel sales

This is a pure growth role – prospect, pitch, close, repeat.

1. New Business Acquisition – Corporate & B2B

• Identify, target and acquire new B2B and corporate customers in defined segments (e.g. offices, hotels, industries, institutions, etc.).
• Own the full sales cycle: lead generation, first contact, solutioning, proposals, negotiation, closure, and handover to operations.
• Build a strong opportunity pipeline and maintain accurate forecasts in CRM.

2. Channel / Partner Sales

• Identify and onboard channel partners (distributors, resellers, system integrators, consultants, etc.).
• Design and execute partner sales plans, including targets, incentives, trainings, and joint marketing activities.
• Support partners with technical and commercial enablement to close deals faster.
• Monitor partner performance and replace underperforming partners where required.

3. Key Account Management

• Develop and grow strategic relationships with key corporate accounts.
• Drive upsell and cross-sell opportunities across locations, departments, and group companies.
• Conduct regular QBRs (Quarterly Business Reviews) to track performance and identify expansion potential.

4. Market Intelligence & GTM

• Track competitor activity, pricing, and product offerings in the B2B space.
• Provide feedback to product/marketing on customer needs, objections, and feature gaps.
• Contribute to GTM plans, sales playbooks, and pitch collateral.

5. Sales Operations & Reporting

• Maintain all data and activity in CRM with discipline (leads, opportunities, meetings, proposals, closures).
• Prepare weekly and monthly reports on pipeline, closures, revenue and partner performance.
• Work closely with internal teams (pre-sales, operations, finance, customer success) for smooth delivery and collections.

Must-Have:

• 3–8 years

  of experience in

  B2B sales

  , with at least part of it in

  channel sales

  and

  corporate / enterprise sales

  .
• Proven experience selling to decision makers such as

  CXOs, Admin/Facility Heads, Purchase/Procurement, GMs, and Corporate Office stakeholders

  .
• Strong track record of meeting or exceeding revenue targets.
• Comfortable with structured sales processes, CRM tools, and reporting.
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel for client and partner meetings.

Good-to-Have:

• Experience in [relevant industry – e.g. office solutions, IT/SAAS, water/utility solutions, hospitality, workplace products, etc.].
• Experience managing regional distributors / channel networks.
• Existing network of corporate clients and/or channel partners in the region.