Manager - Channel

India Channel Sales – Broadband

India Channel Sales Lead is responsibility for managing and delivering on all business through distribution partners channel partners in India. Develop and execute channel strategy to drive Broadband and Service Provider revenue growth, customer acquisition and market penetration. The successful applicant must also demonstrate the proven ability to work in a team environment to develop, execute and manage regional channel programs.

Key responsibilities:

• Prioritized plans including identifying targeted partners, channels and end Broadband and Service Provider customers.
• Contract negotiations with new partners
• Establish agreed business plans including quarterly and annual revenue performance targets and review processes.
• Put in place Partner on boarding and enablement plans including training and development programs.
• Marketing programmes to drive market penetration, raise market awareness, promote CommScope solutions and products and strategic initiatives.
• Work cross-functionally to create, optimize and manage programs that define and document the working relationship between CommScope and channel partners
• Identify and deliver strategic initiatives to differentiate and drive incremental revenue through distributors and channel partners - ensuring successful adoption and revenue growth for new and existing products.
• Focus on driving Broadband and Service Provider sales goals and accurate sales forecast for CommScope distributors and channel partners in India.
• Develop run rate program and sales acceleration plans with distributors and partners to drive channel growth and enhance loyalty.
• Execute channel strategy and channel programs to drive desired business outcome.
• Drive Quarterly Business Reviews with senior management of key distributors and partners
• Ensure sales and technical knowledge and accreditation levels for distributors and partners by conducting training, seminars, and presentations.
• Manage operational efficiencies with distributors including inventory management and reporting
• Create and analyze sales reports, identify issues contributing to success, define and manage incentives, and take necessary corrective actions.
• Establish and maintain positive and proactive relationships with distributor and channel partner management and sales teams to build mindshare and drive sales activity.
• Identify and recruit new distributors/partners to expand channel coverage as appropriate.
• Create best-in-industry partner experience as a competitive differentiator.

​​​​​​​

 Requirements and Qualifications:

• Preferably with at least 10 years of channel management experience at National Level, preferably in IT industry
• Preferably with Bachelor’s Degree in a related field or equivalent experience
• Experience managing Tier 1 Distributors and partners. Develop top tiers channels to drive programs and initiatives to generate run-rate revenue.
• Strong background with IT industry with knowledge in Broadband, FFTH, WIFI, networking OR Data Center security products.
• Must have experience of working in an organization with high touch sales teams.
• Must have experience of selling via Distributors and channels into the large enterprise, hosting and Service Provider verticals.
• Must be a proven leader capable of working with and collaborating with sales, finance, marketing, legal, product management, logistics and other extended teams.
• Proven track record of sales and in-depth knowledge of indirect channel sales model for Enterprise Infrastructure or adjacent solutions
• Ability to develop, roll-out and measure the success of programs and processes, and to effectively communicate plans and strategies across a matrix organization, at all levels within the company and to channel partners
• Strong written and verbal English communication skills. Proficiency in Mandarin or other Asian languages a plus.
• Willing to travel regionally on a regular basis.
• Preferably based in Mumai/Delhi.

Desirable

• Thorough understanding of the data and telecommunications industry, competitors and evolving technologies. Thorough competitive knowledge including solutions, technology and product offerings.