Associate Director - Channel Sales - IIM

The Associate Director, Channel Sales is responsible for generating sales qualified leads by building a relevant and robust distribution channel across the target markets.

Responsibilities

- Responsible for the day-to-day relationship management of channel partners

- Act as a liaison between the Company and assigned channel partners.

- Building, maintaining, and managing relationships with current and prospective channel partners.

- Establishing productive, professional relationships with key personnel in assigned partner accounts.

- Coordinating the involvement of Company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners expectations.

- Selling through partner organizations to end users in coordination with partner sales resources.

- Meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

- Managing direct/channel conflict by fostering excellent communication between the channel and direct teams

- Ensuring partner compliance with Channel Partner programs and agreements

- Participating in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

Requirements

- Previous experience of driving channel sales, ideally within the same product category and channel.

- Experience selling in the Softwares / Application via channel partnerships

- Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product

- 5+ years of experience with B2B sales

- 7 years selling high technology products in assigned territory in a channel model

- Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Company.

- Independent & resourceful with strong problem-solving skills

- Strong personal network within the industry.

- Self-motivated, strong interpersonal and effective communication skills

- Masters degree from a reputed school (IIMA, IIMC etc)