SCOPE OF WORK
The Regional Sales Manager will own the complete revenue engine for the assigned India region. This is not a steady-state management role — it is a builder’s mandate. The RSM will establish the distribution and channel infrastructure, recruit and operationalise a direct sales executive team, and personally drive packaged software sales from the ground up.
The role sits at the intersection of field sales leadership, channel development, and revenue ownership. Success requires equal parts strategic planning, hands-on selling, and people development.
Primary Mandate
- Drive and own the regional revenue target through a dual-channel model: Direct Sales + Channel Partner Network
- Design and establish an effective distribution and channel partner network across the designated region from appointment to activation
- Recruit, onboard, and manage a high-performing team of Direct Sales Executives aligned to the regional territory
- Build sales processes, pipeline cadence, and reporting structures that scale with company growth
- Represent the company as the senior commercial face in the region — with customers, partners, and at industry events
Why This Role Matters in a Startup Context
This role will shape how the company goes to market in India. The RSM’s decisions on channel structure, partner selection, and team composition will define the regional revenue trajectory for years ahead. This is an opportunity for a high-ownership sales leader to build something significant.
NON-NEGOTIABLE REQUIREMENTS
The following are absolute prerequisites. Applications that do not meet these criteria will not be considered.
MUST HAVE Prior hands-on experience selling Packaged Software
MUST HAVE Demonstrated experience in Channel Partner Appointment — identifying, onboarding, and activating new channel partners
MUST HAVE Track record of building a Direct Sales Executive team in a new or expanding territory
MUST HAVE Experience managing and achieving a defined regional revenue quota in a field sales role
MUST HAVE Startup or high-growth company experience — comfortable operating without a fully built infrastructure
SKILLS REQUIRED
Packaged Software Sales Expertise
- Deep knowledge of the packaged software sales cycle — from prospecting and discovery , commercial negotiation, and closure
- Ability to position software value propositions clearly to both technical and business decision-makers
- Experience with software product demonstrations — structured, value-led, and tailored to buyer’s pain points
- Familiarity with software licensing models: perpetual, subscription, SaaS, OEM, and volume licensing
- Understanding of software implementation and post-sale customer success cycles
Channel & Distribution Management
- End-to-end channel partner lifecycle management: identification, evaluation, appointment, onboarding, training, and performance governance
- Structuring channel incentive programmes, deal registration policies, and partner tier frameworks
- Enabling channel partners with sales tools, demo capabilities, and co-marketing support
- Managing multi-tier distribution: Tier-1 national distributors, Tier-2 regional resellers, and last-mile agents
- Conducting quarterly business reviews (QBRs) with key channel partners against agreed targets
Direct Sales Leadership
- Recruiting, interviewing, and hiring Direct Sales Executives suited to a high-growth startup environment
- Designing territory coverage and account assignment plans for the direct sales team
- Coaching and developing team members through joint field visits, deal reviews, and structured 1:1s
- Building and managing a healthy sales pipeline with consistency and forecast accuracy
- Running high-velocity sales operations: daily stand-ups, weekly pipeline reviews, monthly performance reviews
Revenue Management
- Monthly and quarterly revenue forecasting with high accuracy (±10% variance)
- Revenue mix management across direct and channel: ensuring neither channel is over-dependent
- Identifying revenue risk early and executing recovery plans to protect the quarter
- Pricing governance: managing discounting within approved bands; escalating exceptions with business justification
Startup & Builder Skills
- Comfort with ambiguity — able to define processes and structures where none exist
- Resourcefulness — achieving results with lean support and limited tooling in the early phase
- High accountability and ownership mindset — no task is ‘above or below’ in a startup context
- Speed of execution — ability to move quickly, test, learn, and iterate
EXPERIENCE & QUALIFICATIONS
Required Experience
- 7–12 years of sales experience with a minimum of 4 years in packaged software sales
- Minimum 3 years in a regional or senior field sales management role
- Proven experience appointing and managing a channel partner / reseller network from scratch
- Experience building and leading a Direct Sales Executive team in an expansion or greenfield territory
- Exposure to both SME / mid-market and enterprise software sales segments
- Bachelor’s degree in Business, Engineering, IT, or related field
Strongly Preferred
- MBA or Post-Graduate Diploma in Sales, Marketing, or Management
- Prior experience in a startup, Series A–C company, or market-entry / expansion role
- Existing relationships with software resellers, system integrators, or VAR networks in the region
- Proficiency in Hindi; additional regional language relevant to the territory is an advantage
Revenue Targets
- Own and achieve the regional revenue quota as defined in the annual operating plan
- Achieve a Direct vs. Channel revenue split of 40:60 within 12 months of joining
- Grow regional revenue by 30%+ year-on-year from Year 2 onwards
- Deliver positive revenue contribution from at least 5 active channel partners within the first 6 months
Pay: ₹20,392.65 - ₹82,102.56 per month
Benefits:
- Cell phone reimbursement
- Health insurance
- Internet reimbursement
Work Location: Remote
