Deputy Manager - Enterprise Sales - Channel Partner Management - Telecom

Position: Deputy Manager - Sales (Partner Management)

Reports to Cluster Head

Education: BE+ MBA; Graduate+MBA

Preferred Industry: Telecom

- EBPAX (like-Panasonic/Samsung/Avaya)

- Large System Integrators (like Wipro, HCL)

- Software Selling Companies

Key Relationships External: Customers, Channel Partners, FOS

Internal : Sales, Commercial, Marketing, Solutions, Finance, Collection, Order login, Network

Why position exists? Responsible to drive partners for revenue enhancement and extending reach through new acquisition

Key Result Areas

Product : Photon/PRI/ILL/MPLS/SIP TRUNK/MOBILE/DATA CENTER SERVICES/TOLL FREE

- New business acquisition through partners

- Customer Satisfaction and Channel Satisfaction

- Addition of new logos as per AOP

- Quality of funnel and Growth

- Driving EPPC (Existing Product per Customer)

- Responsibilities Enabling partners and customers with service support from TTL support functions

- Controlling Channel & Channel Partner Manpower (FOS) attrition

- Ensuring completion of Business Planning with all active channel partners before 8th of every month.

- Driving the capability building plan with partners by ensuring timely trainings for various parameters

- Driving the coverage programs like demand generation, customer focused programs, industry forum participations etc.

- Assisting the Partners in Large deal Closures by accompanying them for Customer calls

- Ensuring Channel Policy Adherence and Processes in the assigned territory

- Facilitating the issue resolutions at customer end through partners and support teams, if any.

- Capability presentation in accounts with solution architect to achieve Target EPPC (Existing Product Per customer)

- Sales through the Channel Partners

- Responsible for Channel partner productivity and their ROI

- Keep Abreast with Competitive activities in the region

- Segment wise product focus to drive new business

- Capabilities and competencies Understanding of wireless & wire line telecom solutions

- Good Oral and Written Presentation skills

- Strong cross functional skills to collaborate with commercial, program management, Technology and Finance.

- Innovative and flexible in strategising GTM Approach

- Flexible for learning new products and processes

Essential Requirement:

- Experience of Enterprise Selling/ B2B sales/ managing large Channels

- Should have sound Achievements and Recognitions from Previous Roles.

Salary offered : 8 - 9 LPA