Senior Channel Sales Manager - Managed Offices

Senior Channel Sales Manager

Location: Pune

Position Overview

The Senior Channel Sales Manager owns the broker and channel partner engine for DevX in the assigned city or cluster. This is a channel-first sales role: the mandate is to build a productive network of IPCs (International Property Consultants), DPCs (Domestic Property Consultants), real estate brokers and leasing consultants, and to convert that network into a predictable, month-on-month flow of qualified mandates and closed revenue.

The role carries a hard channel revenue number, not just relationship-building targets. It combines partner acquisition and activation with direct involvement in deal structuring, pricing discussions and closures on channel-sourced opportunities.

Key Responsibilities

1. Channel Revenue Ownership

• Own 3.55 Cr of channel-sourced annual revenue (ARR) for the assigned city or cluster
• Deliver 23 channel closures per month at an average deal size of 1525 Lakhs ARR
• Maintain 3x pipeline coverage on channel-sourced opportunities at all times
• Own accurate forecasting for the channel line weekly commit, monthly close plan, quarterly outlook

2. Partner Network Build & Activation

• Grow the onboarded partner base to 80100 brokers, IPCs, DPCs and leasing consultants across the assigned market
• Drive 30–40 active partners, where active is defined as having submitted at least one qualified lead in the trailing quarter
• Build depth with the top 10–12 producing partners, who should account for the majority of channel revenue
• Run structured onboarding so that new partners are pitching DevX inventory within 30 days of signup
• Maintain 12–15 partner touchpoints per week, weighted towards in-person meetings, site walkthroughs and joint client visits

3. Partner Engagement Programs

• Design and run broker engagement activity — meet-and-greets, centre showcases, incentive and slab schemes, co-marketing and quarterly deal reviews
• Track partner-level productivity and payouts, and flag under-performing or dormant partners for re-activation or exit
• Recommend incentive structures to the Senior based on competitor payout benchmarks and partner feedback
• Ensure timely and accurate brokerage processing in coordination with Finance — payout reliability is the single biggest driver of partner loyalty

4. Deal Structuring & Closure

• Lead proposal generation, commercial discussions and negotiation on channel-sourced deals
• Structure pricing and discounts within the approved policy framework; escalate exceptions with a clear commercial rationale
• Run a disciplined 45–60 day sales cycle from qualified lead to signed agreement
• Maintain complete and current pipeline hygiene in [CRM name] — stage accuracy, next steps and close dates on every open opportunity

5. Market Intelligence

• Track competitor pricing, brokerage payout norms, new centre launches and occupancy movement in the assigned micro-markets
• Identify micro-market demand pockets and feed them into the supply and expansion planning process
• Report ground-level partner and client feedback on product, pricing and inventory gaps to the Senior

Must-Have Experience

• 7+ years of B2B sales experience, with a minimum of 3–4 years in a channel, broker or partner-led sales role
• Background in coworking or managed offices, IPC/DPC brokerage, commercial leasing at a developer, or serviced offices
• An existing, working relationship set with brokers, IPCs, DPCs and leasing consultants in the base city — this is the core qualifier for the role
• Demonstrable history of carrying and delivering a revenue number, with specifics on deal sizes, cycle length and channel contribution
• Strong commercial grounding — lease structures, flex workspace commercial models, brokerage and payout mechanics
• Comfortable operating in the field for the majority of the working week