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Associate Director - Indirect Sales About Practo - www.practo.com What if, instead of a job, you had a mission? A mission to create the future of healthcare alongside a team of brilliant, passionate people, on a canvas that touches billions of consumers around the world? It's what we do at Practo Practo is made up of people from diverse backgrounds, united by our mission to help people around the world live healthier, longer lives by simplifying ways to be healthy. Our culture revolves around first principles thinking that leads to daring ideas and we have the freedom and opportunity to turn these ideas into reality. We are dedicated to improving healthcare access for everyone and leaving the world better than we found it.Practo is at the intersection of health and technology. We build products and solutions that impact one of humanity's most personal aspects - health. Designation: Associate Director - Indirect Sales Head Summary: The Associate Director - Indirect Sales Head will lead Practo's indirect channel strategy-partnering with consultancies, system integrators, and reseller networks to drive corporate wellness sales across India.Their mandate includes building a high- performing partner ecosystem, defining go- to- market plays for Prime (large enterprise) and Reach (SME) segments, and jointly closing mid- to large- enterprise deals.This senior leader will report to the VP of Sales and collaborate closely with Marketing, Product, and Customer Success to exceed ambitious revenue targets through partner- led motions. Position Summary As Associate Director - Indirect Sales Head, you will own the end- to- end indirect sales function for Practo's corporate wellness offerings-crafting partner strategies, driving pipeline through channel alliances, and ensuring seamless partner onboarding and enablement. Key Responsibilities: Channel Strategy & Planning: - Develop and execute a scalable indirect sales strategy-defining target partner profiles, go- to- market plays, and segment- specific value propositions. Partner Recruitment & Onboarding: - Identify, recruit, and enable new channel partners (consultancies, resellers, system integrators), ensuring rigorous onboarding, training, and certification. Revenue & Pipeline Management: - Drive partner- sourced pipeline across Prime (large enterprise) and Reach (SME) segments; conduct regular joint sales reviews and forecasting. Deal Collaboration: - Co- sell with partners-participate in joint pitches, demos, and negotiations with HR leadership, CXOs, and HRBPs to close mid- to large- enterprise contracts. Enablement & Tools: - Partner with Marketing and Product teams to develop playbooks, sales collateral, competitive battlecards, and partner portal resources. Performance Tracking: - Define and monitor KPIs (Partner Pipeline, Deal Conversion, Revenue Attainment); implement CRM best practices (Salesforce/HubSpot) for transparent reporting. Cross- Functional Leadership: - Liaise with Customer Success for smooth handoffs, with Finance for joint incentive planning, and with Legal/Operations on partner agreements. Market Intelligence: - Continuously gather feedback on partner performance, competitive offerings, and market trends to refine channel plays and inform product enhancements. Required Qualifications: Experience: 10+ years in B2B sales, with at least 5 years leading indirect or partner- driven revenue streams-preferably in healthcare, SaaS, or HR- tech. Proven Track Record: Demonstrated success in recruiting, enablement, and revenue growth via channel partners; experience closing enterprise deals. Sales Methodology: Deep familiarity with consultative selling, MEDDICC/MEDDIC, or Challenger Sale frameworks in a channel context. Leadership & Collaboration: Strong coaching abilities; experience building and scaling high- performance teams in a fast- growing environment. Analytical Skills: Proficiency in CRM tools (Salesforce, HubSpot), data analysis, and dashboard creation to drive data- informed decisions. Education: Bachelor's degree in Business, Marketing, or related field; MBA or advanced degree preferred. Communication: Exceptional verbal, written, and presentation skills with the ability to influence C- level stakeholders and partner executives. Location: [Bangalore BTM 2nd stage ] Experience Required: 7-10 years in indirect procurement, with specific expertise in insurance and risk broking services. Job Summary: We are seeking an experienced and strategic professional to lead our Indirect Procurement function focusing on insurance broking services. The incumbent will be responsible for managing relationships with leading insurance brokers such as Marsh, ION, WTW, and Prudent. This role will oversee the end-to-end RFQ process, vendor evaluation, negotiation, and closure of deals, ensuring optimal cost and value for the organization. Key Responsibilities: Strategic Engagement: - Build and maintain strong professional relationships with insurance brokers like Marsh, ION, WTW, Prudent, and other key industry players. RFQ Management: - Initiate, manage, and evaluate Request for Quotations (RFQs) for insurance and risk management services in collaboration with internal stakeholders. Negotiation & Deal Closure: - Lead commercial negotiations with brokers and insurers, ensuring favorable terms for pricing, service levels, and coverage. Stakeholder Collaboration: - Liaise with internal departments including Finance, Legal, and Risk Management to align procurement needs with business objectives. Contract Management: - Review and finalize contracts in coordination with Legal, ensuring compliance with regulatory and internal governance requirements. Market Intelligence: - Stay informed on market trends, insurance products, and regulatory changes affecting the risk and insurance landscape. Cost Optimization: - Continuously seek opportunities to optimize costs and drive efficiencies in insurance-related procurement. Governance & Compliance: - Ensure all procurement processes comply with company policies, legal frameworks, and industry best practices. Qualifications & Skills: - Bachelor's degree in Business, Finance, or related field (MBA preferred). - 7-10 years of experience in indirect procurement or corporate sourcing, with a strong focus on insurance broking or financial services. - Proven track record in vendor management, negotiations, and contract closure. - Strong knowledge of insurance markets and broking processes. - Excellent interpersonal and stakeholder management skills. - Strategic thinker with strong analytical and problem-solving skills. Key Relationships: External: Insurance Brokers (Marsh, ION, WTW, Prudent, etc.) Internal: Finance, Risk Management, Legal, Compliance, Business Heads Please share these details & Updated resume :- if Interested . Current ctc (Fixed + Variable) ? Expected ctc ? Holding any offer ?If yes specify Offer and Doj ? Experience ? Relevant Exp ? NotICE Period ? Current location ? Open for Relocation ? Akanksha KurreySr. HR ExecutiveMobile: 7978974886

Bangalore

Mumbai

Practo - Associate Director - Indirect Sales 

Job Description for Practo - Associate Director - Indirect Sales  in Practo Technologies Pvt Ltd in  Bangalore Mumbai for (6-15) years of experience. Apply Now!

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