Channel Partner Manager

The Channel Partner Manager will own the end-to-end channel partnership lifecycle from identifying, onboarding, and enabling partners to driving consistent revenue achievement through the channel. This is a hunter-plus-farmer role requiring a candidate with deep industry roots in Telecom or BFSI, a proven track record of achieving 90%+ of revenue targets, and an existing organic network of channel partners with System Delivery (SD) capability. The role is PAN India in scope, with the candidate based at one of the five designated cities.

The candidate will have responsibilities across the following functions:

Channel Partner Identification and Onboarding:

• Leverage existing organic network to identify, evaluate, and onboard high-quality channel partners with SD capabilities across designated territories.
• Execute structured partner due diligence, agreement signing, and compliance documentation.
• Build and maintain a healthy pipeline of prospective channel partners to ensure continuous business expansion.
• Drive partner onboarding targets within defined timelines across all assigned geographies.
• Collaborate with the legal and finance teams for partner contracting and commercial structuring.

Revenue Generation and Target Achievement:

• Own and deliver channel revenue targets with a minimum 90% achievement track record (non-negotiable).
• Develop account plans and quarterly business reviews (QBRs) with each partner to track and accelerate revenue output.
• Identify revenue gaps early and deploy corrective partner enablement and incentive strategies.
• Drive upselling and cross-selling of Hiyara's product suite through existing partner networks.
• Monitor partner revenue contribution, GMV trends, and pipeline health on a weekly basis.

Partner Enablement and Training:

• Design and deliver onboarding and product training programmes for newly signed partners.
• Conduct regular field visits and joint sales calls to support partner closures.
• Ensure partners are fully equipped with sales collateral, product knowledge, and competitive positioning.
• Facilitate certification programmes and periodic refresher trainings to maintain partner readiness.
• Coordinate with the product and marketing teams to provide partners with up-to-date GTM materials.

Relationship Management and Partner Engagement:

• Build deep, trust-based relationships with key decision-makers at partner organisations.
• Act as the primary escalation point for partner concerns, ensuring prompt and effective resolution.
• Organise partner meets, channel summits, and recognition programmes to maintain engagement and loyalty.
• Monitor partner satisfaction scores and proactively address churn risk.
• Work closely with internal stakeholders (product, marketing, operations) to deliver a seamless partner experience.

Market Intelligence and Competitive Positioning:

• Track competitor channel strategies, pricing models, and partner schemes in Telecom and BFSI segments.
• Provide actionable market insights and field intelligence to the leadership team.
• Identify emerging partnership opportunities in new geographies and vertical segments.
• Monitor regulatory developments in BFSI and Telecom that could impact the channel ecosystem.

Reporting and Pipeline Management:

• Maintain accurate and updated CRM records for all partner activities, pipeline stages, and deal closures.
• Submit weekly and monthly performance reports covering partner onboarding, revenue, and engagement metrics.
• Present channel business review decks to the National Sales Head and leadership team.
• Track and report on partner incentive schemes, MDF utilisation, and ROI on channel investments.

Requirements:

• Candidates must have hands-on experience in Telecom and/or BFSI sectors.
• Applications from outside these sectors will not be considered.
• A demonstrated history of achieving a minimum 90% of assigned revenue targets is mandatory.
• Candidates must be prepared to substantiate this with verifiable data during the selection process.
• Candidates must possess an existing, organic network of channel partners and distributors with System Delivery (SD) capabilities.
• The ability to onboard partners rapidly from Day 1 is a key selection criterion.
• This is an extensive field role requiring frequent inter-city and intra-city travel across PAN India.
• Candidates must be fully travel-ready without restrictions.
• Graduate / Postgraduate in Business Administration, Sales, Marketing, or a related discipline.
• 4 to 8 years of experience in Channel Sales, Partner Management, or Business Development in Telecom / BFSI.
• Proven track record of onboarding and managing channel partners with SD capabilities.
• Demonstrated 90%+ revenue achievement over at least 2 consecutive years.
• Strong command of CRM tools (Salesforce, Zoho CRM, or equivalent) and MS Office Suite.
• Excellent negotiation, presentation, and stakeholder management skills.
• Ability to independently manage multiple geographies and partner accounts simultaneously.
• Valid driving licence and willingness to travel extensively across India.

Personal Attributes:

• Partner onboarding and lifecycle mgmt.
• Revenue planning and target delivery.
• Channel incentive structuring.
• CRM and pipeline management.
• Joint business planning (QBR/ABP).
• Deep Telecom / BFSI sector expertise.
• SD partner network and distribution.
• Regulatory and compliance awareness.
• GTM strategy in financial services.
• Competitive landscape intelligence.
• High drive and ownership mindset.
• Relationship builder and trusted advisor.
• Resilient and target-driven.
• Strong communication and negotiation skills.
• PAN India mobility and travel-ready.