Channel Sales Manager

Job Summary

We are seeking an experienced and result-oriented Channel Sales Manager to drive business growth through channel partners, system integrators, dealers, distributors, consultants, and OEM alliances. The candidate will be responsible for developing and managing channel relationships, generating business opportunities, achieving sales targets, and expanding market presence across assigned territories.

Key Responsibilities

Channel Development & Management

• Identify, recruit, onboard, and develop new channel partners.
• Strengthen relationships with existing dealers, distributors, system integrators, and consultants.
• Conduct regular partner meetings to review pipeline, opportunities, and business growth plans.
• Drive partner engagement and loyalty programs.

Business Development

• Generate new business opportunities through channel networks.
• Drive sales of Security, Surveillance, Access Control, Telecom, EPABX, Time Attendance, and related solutions.
• Ensure achievement of monthly, quarterly, and annual sales targets.
• Develop territory-wise sales strategies and growth plans.

Partner Enablement

• Conduct product training and sales enablement programs for channel partners.
• Support partners in solution positioning, proposal preparation, and deal closures.
• Coordinate with OEMs for technical and commercial support.

Project & Customer Coordination

• Work closely with channel partners on lead generation and project execution.
• Support pre-sales and technical teams during project discussions.
• Ensure high customer satisfaction and successful project completion.

Market Intelligence

• Monitor competitor activities, pricing trends, and market opportunities.
• Gather customer and partner feedback and share insights with management.
• Identify emerging market segments and growth areas.

Commercial & Forecasting

• Prepare sales forecasts, business plans, and pipeline reports.
• Manage pricing discussions, margin negotiations, and commercial proposals.
• Ensure timely collection of payments and maintain healthy receivables.

Required Qualifications

• Bachelor's Degree in Business, Marketing, Engineering, or related field.
• MBA (Sales/Marketing) preferred.
• 3-5 years of experience in Channel Sales, Distribution Sales, or B2B Solution Sales.
• Experience in Security Systems, CCTV, Access Control, Telecom, ELV, Building Automation, or IT Infrastructure sales preferred.

Required Skills

• Channel Partner Management
• Business Development
• Territory Management
• Solution Selling
• Negotiation & Relationship Building
• Presentation & Communication Skills
• CRM Management
• Commercial Acumen
• Team Collaboration
• Strategic Planning

Preferred Industry Experience

• CCTV & Video Surveillance
• Access Control & Time Attendance
• Telecom & IP-PBX Solutions
• Fire Alarm Systems
• ELV & Security Solutions
• System Integrator & Distribution Business