osition Title: Channel Sales Manager / Manager – Channel Development
Region Covered: Chennai & Tamil Nadu (TN)
Location: Chennai
Department: Channel Sales
Reports To: Regional Sales Head / Director
We are seeking an aggressive, well-connected, and result-oriented Channel Sales Manager to scale our footprint across Tamil Nadu. In this multi-portfolio role, you will lead the channel distribution strategy for a curated ecosystem of world-class technology brands. Your mandate is to build, enable, and drive a robust network of System Integrators (SIs), Value-Added Resellers (VARs), and Enterprise IT/AV Partners to accelerate market share for:
- Unified Communications & AV-over-IP: MAXHUB (Interactive Displays & Unified Communication endpoints), MuxLab (Advanced AV-over-IP signaling solutions), and Zoapi (Smart Meeting Room & Collaboration software/hardware).
- Data Center Infrastructure: Scaleup Infra (Smart, micro-modular data center racks with integrated cooling and power).
- Enterprise Networking & Wireless: EnGenius and Ruijie Networks (Cloud-managed Enterprise Wi-Fi and switching solutions).
The ideal candidate possesses strong, active relationships with major IT, AV, and networking integrators across Chennai, Coimbatore, and Trichy, with a proven track record of handling high-yield enterprise pipelines through the channel ecosystem.
Key Responsibilities1. Brand Positioning & Multi-Portfolio Sales
- Cross-Architecture Selling: Train and motivate partners to cross-sell the entire ecosystem—positioning MAXHUB/Zoapi/MuxLab for smart workspaces, Ruijie/EnGenius for robust wireless backbones, and Scaleup Infra for edge computing and server rooms.
- Partner Onboarding: Recruit and activate tier-1 and tier-2 IT System Integrators, specialized Audio-Visual (AV) partners, and Data Center infrastructure providers across TN.
- Partner Enablement: Organize technical, commercial, and sales training workshops for partner teams, ensuring they can independently pitch and demonstrate the specific value propositions of our OEM brands.
2. Pipeline Generation & Regional GTM
- Joint Go-To-Market (GTM): Collaborate with partners on joint marketing activities, customer roadshows, and tech-days targeting enterprise hubs like OMR, Ambattur, Sriperumbudur, and tier-2 smart city initiatives.
- Deal Registration & Governance: Manage deal registrations across competing brands systematically to prevent channel conflict and maintain strict pricing discipline among partners.
- Technical Consultation: Assist partners during complex technical qualification rounds with end-customers, confidently mapping technical requirements to product capabilities.
3. Market Intelligence & Forecasting
- Forecast Accuracy: Maintain an accurate monthly, quarterly, and annual rolling sales forecast via CRM tools.
- Competitor Mapping: Track regional competitor pricing models, product feature sets, and channel incentive programs to recommend counter-strategies.
Key Performance Indicators (KPIs)
- Quarterly Revenue Targets: Achieving distinct, assigned quotas across the UC/AV, Networking, and Smart Rack business units.
- Active Partner Base Expansion: Successfully onboarding and activating a minimum of 3–5 high-yield partners per quarter.
- Pipeline Visibility: Maintaining a healthy 3x forward sales pipeline against target quotas.
What We Offer
- Competitive fixed salary matching industry standards.
- Uncapped, highly lucrative quarterly incentive structures tied directly to regional target achievement.
- Comprehensive travel allowances and corporate benefits.
Pay: ₹70,000.00 - ₹125,000.00 per month
Experience:
Work Location: In person
