Industrial IoT Channel Sales

Key Responsibilities

Channel Development

• Identify, recruit and onboard distributors, value-added resellers (VARs), system integrators and automation partners across India.
• Develop channel expansion plans for assigned regions and industry verticals.
• Identify and establish strategic channel partnerships in selected international markets.
• Evaluate prospective partners based on technical capability, market reach and business potential.

Partner Management

• Build long-term relationships with channel partners.
• Conduct regular business reviews and performance evaluations.
• Develop joint business plans and revenue targets with partners.
• Support partners in opportunity identification, customer engagement and solution positioning.
• Ensure partners remain engaged through regular communication and business support.

Sales & Business Development

• Achieve assigned channel sales targets.
• Generate new business through partner-led opportunities.
• Work jointly with partners during customer presentations, demonstrations and solution discussions.
• Assist partners in preparing techno-commercial proposals.
• Coordinate with internal technical and product teams to support customer requirements.

Partner Enablement

• Conduct product training and certification programs for partners.
• Ensure partners are equipped to deploy and support our Pick-to-Light and Industrial IoT solutions.
• Develop sales enablement material and best practices for the channel ecosystem.
• Assist partners during pilot projects and initial deployments.

Market Development

• Identify emerging market opportunities in manufacturing, warehousing, logistics and smart factory automation.
• Track competitor activities and market trends.
• Provide market feedback to product management for future product enhancements.
• Represent the company at exhibitions, seminars, industry events and partner conferences.

International Business Support

• Identify potential distributors and system integration partners in overseas markets.
• Coordinate with international partners for product demonstrations, technical discussions and commercial negotiations.
• Support export-oriented business development initiatives.
• Undertake overseas travel as required.

Desired Candidate Profile

Experience

• 5–10 years of experience in Channel Sales, Partner Management or Business Development.
• Prior experience in Industrial IoT, Factory Automation, Industrial Sensors, Machine Automation, PLC/SCADA, Industrial Networking or related industrial technology products.
• Experience working with distributors, automation system integrators or industrial solution providers.
• Exposure to software-enabled industrial solutions will be an added advantage.

Educational Qualification

• BSc, BE or B. Tech (Electronics, Electrical, Instrumentation, Mechatronics, Mechanical or related disciplines).

Technical Knowledge

Candidates should have exposure to one or more of the following:

• Industrial IoT Solutions
• Factory Automation
• Pick-to-Light Systems
• Industrial Sensors
• PLC/SCADA Systems
• MES / Manufacturing Software
• Industrial Communication Networks
• Barcode/RFID Solutions
• Smart Manufacturing Solutions
• Digital Factory Technologies

Skills & Competencies

• Excellent communication, presentation and interpersonal skills.
• Strong relationship-building and networking abilities.
• Commercial negotiation and business development skills.
• Ability to understand customer applications and recommend appropriate solutions.
• Self-driven, energetic and highly organized.
• Strong analytical and problem-solving skills.
• Ability to work independently while collaborating effectively with cross-functional teams.
• Proficiency in CRM tools and Microsoft Office.

Travel Requirements

• Frequent travel across India to recruit, train and support channel partners.
• Periodic international travel for partner development, exhibitions and business meetings.