ETP - Channel Engagement Manager

- Accountable to manage, build & develop the partner eco system

- Achieve sales, profitability, and partner recruitment objectives

- Formulate an effective Partner program

- Drive revenue/bookings through existing or new partner relationships

- Mine opportunities thru partners, or locates or proposes potential business deals by contacting potential partners discovering and exploring opportunities

- Will have the ownership/accountability of the global channel/reseller goals for the business

- Lead the sale process and sales team to qualify the ETP solution into the prospects shortlist.

- Close sales projects leading to achieving sales targets.

- Create written content to educate sales team and advance deals such as case studies, competitive information fact sheets, product collateral, and custom work

- Provides support to partners on execution of sales opportunities within their funnel

- Aggressively work to maximize partner's performance through best practices, training and support

- Work with marketing to drive programs and events to extend the relationships to new prospects

- Keep abreast of competition, competitive issues and product

- Will be the single point of contact for partners looking for support on products/solutions

- Will be accountable to identify, develop, establish & manage new/existing partner relationships to further accelerate growth through channels for this business

- Set and execute short- and long-term channel sales strategies

- Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement

- Ensures partner compliance with partner agreements

- Drive new product release / channel enablement activities across partner community

- Identify, Appoint and Manage Partner relationships to ensure the Sales Targets are achieved through Partners

- Meet stiff Sales and collection targets for defined regions through Partners as set, as individual contributor

- Screens potential business deals through Partners, identifying client needs and goals, deal requirements and financials evaluating options resolving and recommending the appropriate solution

- Closes new business deals by coordinating requirements developing and negotiating contracts integrating contract requirements with business operations

- Track competition movement

- Protects organization's value by keeping information confidential

- Demonstrate initiatives for refinement and strengthening of existing product

Skills & Experience:

- University Degree in Computer Science or other related major in IT

- Relevant experience of around 10-14 years

- Good team player and can fosters collaborations among team members and partner community

- Should have excellent written, oral communication and presentation skills.

- Deep understanding of and passion for B2B channel sales is required.

- Successful track record of managing channel business & partner ecosystem

- Ability to articulate the value proposition

- Experience in a results-oriented environment with external customer interaction required.

- Analytical skills and demonstrated ability to manage the business - by the numbers- .

- Solid Coaching and Leadership skills.

- Demonstrated active listening skills, highly consultative and solutions-oriented.

- Past experience in Partner Management mandatory

- Have strong drive to meet sales targets thru Partner network demonstrate strong analytical, negotiation and closing skills

- Have a valid passport and ready to travel extensively across the assigned region

Location: Mumbai