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Senior Manager - Channel Partnerships & Alliances

IROV Technologies Private Limited
Kochi, Kerala

Quick apply

Job details

4 days ago

Qualifications

Sales
Engineering
Master's degree
Business development
Bachelor's degree
Recruiting
Enterprise sales
MBA
Communication skills

Full job description

Role purpose

The Senior Manager - Channel Partnerships & Alliances will build, activate and scale EyeROV's partner network. The role is responsible for identifying the right partners, onboarding and enabling them, developing joint account plans, and ensuring that partners consistently generate qualified sales opportunities alongside the concerned Regional Sales Managers (RSMs).

Key responsibilities

1. Partner strategy, identification and onboarding

Develop the partner landscape by region, sector and partner type, including channel partners, system integrators, consultants, EPC contractors, technology partners and local representatives.
Evaluate potential partners for customer access, industry credibility, technical capability, geographic reach, commercial fit and conflict risk.
Lead partner discussions, commercial alignment, due diligence, contracting and structured onboarding in coordination with internal stakeholders.
Maintain a balanced portfolio of national, regional and sector-focused partners aligned with EyeROV's growth priorities.

2. Partner enablement and activation

Create partner-specific enablement plans covering target sectors, customer profiles, use cases, products, qualification criteria and routes to market.
Coordinate product, application and commercial training using presentations, case studies, demo support, proposal inputs and sales playbooks.
Ensure every onboarded partner has a defined account list, initial activity plan and path to the first qualified opportunity.
Build partner confidence to position EyeROV solutions accurately while protecting technical, pricing and brand integrity.

3. Joint pipeline creation and opportunity development

Develop joint business and account plans with partners and the concerned RSMs.
Drive partner-led customer introductions, discovery meetings, demonstrations, tender intelligence and opportunity qualification.
Track partner-sourced and partner-influenced opportunities in the CRM, with clear next actions, value, probability and expected closure date.
Support RSMs and partners through proposal development, commercial discussions, demonstrations and customer follow-ups.

4. Partner engagement and governance

Run regular partner reviews covering activity, pipeline, open actions, support requirements and forecast movement.
Define partner tiers, performance standards, escalation paths and engagement cadence.
Address channel conflict, account ownership, lead registration, commercial alignment and partner conduct in a transparent manner.
Retain and deepen high-performing relationships while recommending corrective action or deactivation for persistently inactive partners.

Preferred sector exposure

Experience in one or more of the following will be advantageous: marine technology, underwater systems, drones or unmanned systems, defence and homeland security, industrial automation, NDT/inspection, oil and gas, ports, hydro infrastructure, EPC projects, public-sector sales or technology distribution.

Working model with Regional Sales Managers

The role will operate in a matrix with EyeROV's regional sales organisation:
The Partnership Manager owns partner recruitment, onboarding, enablement, engagement and partner performance.
The RSM owns the end-customer opportunity, regional sales forecast, proposal strategy and closure.
The Partnership Manager and RSM jointly own account planning, partner-supported customer activity and pipeline progression.
Account ownership, commercial commitments and partner margins must be documented before significant opportunity investment.

Candidate profile

8-15 years of experience in channel sales, partnerships, alliances, business development or enterprise sales.
Demonstrated experience recruiting, enabling and managing partners in industrial technology, defence systems, robotics, inspection solutions, capital equipment or adjacent sectors.
Strong understanding of B2B and/or B2G sales cycles, including multi-stakeholder opportunities, tenders and technical-commercial proposals.
Track record of converting relationships into qualified pipeline and revenue, with disciplined use of CRM and forecasts.
Ability to understand technical products and translate them into clear customer and partner value propositions.
Strong commercial negotiation, stakeholder management, communication and presentation skills.
Willingness to travel frequently across India and, when required, internationally.
Bachelor's degree in engineering, business or a related field; an MBA is desirable but not mandatory.

Why join EyeROV

• Be part of the fastest-growing marine robotics deep-tech company•

Help scale an Indian deep-tech company solving complex underwater and maritime challenges.
Build a partnership function with direct influence on market access and company growth.
Work across defence, energy, infrastructure and maritime applications with a multidisciplinary team.
Shape a partner ecosystem for emerging marine robotics categories in India and global markets.
Equal opportunity statement: EyeROV values diverse perspectives and evaluates candidates based on merit, capability and alignment with the role.

Quick apply

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I want to receive the latest job alerts for energy consultant in kerala

Explore jobs in more locations

Role purpose

Key responsibilities

1. Partner strategy, identification and onboarding

2. Partner enablement and activation

3. Joint pipeline creation and opportunity development

4. Partner engagement and governance

Preferred sector exposure

Working model with Regional Sales Managers

Candidate profile

Why join EyeROV

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