Head - B2B Channel Partner Management

Role Overview

We are looking for an experienced B2B Channel Partner Management Head to build, manage, and scale strategic partnerships across enterprises and distribution ecosystems.

The role will focus on driving revenue through partner-led acquisition, managing large enterprise clients and channel partners, and expanding the company's presence across multiple B2B networks.

The ideal candidate should have strong experience in client handling and partner ecosystem management in Telecom, E-commerce Marketplaces, or Digital Platform businesses.

Key Responsibilities

- Develop and execute a national B2B partner strategy to drive revenue and market penetration.

- Identify and onboard strategic channel partners, enterprise clients, aggregators, and distribution partners.

- Build and manage a scalable partner ecosystem across regions.

- Manage relationships with large B2B clients and strategic partners.

- Lead contract negotiations, commercial structuring, and partnership agreements.

- Drive partner-led revenue growth and improve partner productivity.

- Monitor partner sales performance, pipeline generation, and revenue targets.

- Design partner onboarding frameworks, training programs, and enablement initiatives.

- Collaborate with product, operations, and technology teams to ensure seamless partner integration.

- Identify new market segments, industry partnerships, and strategic alliances.

Key Requirements

- 12-18 years of experience in B2B partnerships, channel management, or enterprise client management.

- Strong experience managing large partner ecosystems or enterprise clients.

- Industry exposure to Telecom, E-commerce Marketplaces, Digital Platforms, or Fintech ecosystems.

- Strong partner acquisition and relationship management skills.

- Ability to structure commercial partnerships and negotiate agreements.

- Experience managing national partner networks and cross-functional stakeholders.

Education

MBA / Postgraduate in Business Management preferred. Engineering or Commerce background acceptable with strong business experience.

Success Metrics

- Growth in partner-driven revenue.

- Expansion of strategic partner network.

- Increase in active and productive partners.

- Partner satisfaction and retention.

- Successful onboarding of large enterprise clients.