Channel Partner | Channel Manager

Channel Partner Channel Manager

Company: Shadowfax Technologies Pvt. Ltd.
Location: Bengaluru / Hyderabad
Experience: 4+
Employment Type: Full Time

About Shadowfax

Shadowfax is a technology-driven logistics and supply chain company enabling reliable, scalable, and flexible delivery solutions for businesses across India. We work with businesses across e-commerce, retail, SMEs, and other segments to build efficient logistics networks and deliver superior customer experiences.

We are looking for a Channel Partner Channel Manager to own the city-level channel partner business, drive revenue and shipment volume growth, expand the partner network, and lead a high-performing sales team.

Job Description

As a Channel Partner Channel Manager at Shadowfax, you will own the city revenue, shipment volume, and channel partner network expansion targets. You will be responsible for building the city sales strategy, acquiring and activating channel partners, growing strategic accounts, and leading the city sales team.

Key Responsibilities

• Own city-level revenue, shipment volume, partner acquisition, activation, retention, and network expansion targets.
• Build and execute the city sales plan covering TAM mapping, account prioritization, hunting and farming strategy, and monthly forecasting.
• Identify and onboard new channel partners including franchise booking outlets, retail partners, SME aggregator branches, e-commerce shippers, and other relevant partners.
• Personally manage strategic channel partners and act as the relationship and escalation owner for the largest accounts.
• Drive structured partner acquisition through pitching, commercial negotiation, contracting, and onboarding workflows.
• Ensure newly onboarded partners achieve committed volume milestones within the defined activation period.
• Manage the complete sales funnel from prospecting and qualification to proposal, negotiation, contracting, onboarding, activation, retention, and growth.
• Create monthly engagement plans for key partners covering volume reviews, escalations, growth opportunities, and upselling.
• Drive adoption of Shadowfax's value-added services, including insurance, priority delivery, reverse logistics, and special handling.
• Lead win-back initiatives for lapsed, inactive, or underperforming partners.
• Resolve partner operational and commercial escalations by working closely with Hub Operations, FM Operations, Customer Service, Finance, and other internal teams.
• Ensure pricing discipline, commercial compliance, contractual adherence, and brand-standard compliance across the city partner network.
• Conduct weekly pipeline and performance reviews with the sales team and monthly business reviews with the Regional Head.
• Lead the city team of Senior Leads and frontline executives, including hiring, onboarding, ramp-up, coaching, performance management, and incentives.
• Act as the first escalation point for the team on operational and commercial matters.
• Coach team members on commercial conversations, partner negotiation, objection handling, account management, and CRM discipline.
• Build local market intelligence covering competitor pricing, partner movements, demand pockets, category trends, and new business opportunities and share actionable insights with regional leadership.