Role Title: Partner Manager – Platinum
Grade / Level: Manager / Sr. Manager
Reporting Structure: Zonal Head / Indirect Sales Head
Position Summary
The Partner Manager – Platinum will be responsible for driving high-value channel growth across the Mumbai region by managing Platinum-tier channel partners, enabling feet-on-street (FOS) teams, and building a high-margin enterprise client base. This role requires an experienced telecom sales professional capable of executing aggressive Go-To-Market (GTM) strategies, owning high monthly recurring revenue targets, and co-selling complex ICT solutions to enterprise clients.
Key Performance Indicators & Metrics
- Core Product Suite: PRI, ILL (Internet Leased Line), MPLS, SIP Trunking, Corporate Mobile Solutions, Data Center Services, and Toll-Free.
- Account Acquisition: Driving new enterprise logo additions as per the Annual Operating Plan (AOP).
- EPPC Growth: Expanding Existing Product Per Customer (EPPC) cross-sell penetration across active logos.
Key Responsibilities
1. Revenue Enhancement & Account Acquisition
- Execute targeted GTM strategies across Mumbai to consistently deliver the monthly MRR target.
- Identify, pitch, and close new large-scale enterprise accounts in coordination with Platinum channel partners.
- Drive cross-selling and upselling initiatives to maximize Existing Product Per Customer (EPPC) revenue.
2. Platinum Channel Strategy & Enablement
- Complete joint business planning with all active Platinum partners before the 8th of every month.
- Monitor channel partner profitability and ROI to ensure long-term engagement and account health.
- Control partner team and Feet-On-Street (FOS) manpower attrition through continuous retention strategies and structured incentive alignment.
3. Enterprise Pitching & Deal Closure
- Support channel partners on high-stakes customer calls and enterprise presentations.
- Partner with Solution Architects to deliver joint technical and capability presentations, addressing complex ICT customer requirements.
4. Operational Governance & Demand Generation
- Lead local demand generation initiatives, customer-centric events, and industry forum participations to maintain a healthy sales pipeline.
- Maintain pipeline quality, accurate sales forecasting, and continuous revenue growth metrics.
- Enforce strict Channel Policy adherence and compliance across assigned Mumbai territories.
- Track local competitive activities, market pricing trends, and technological shifts across rival offerings.
Key Relationships
- External: Enterprise Customers, Platinum Channel Partners, Partner Leadership, and Feet-On-Street (FOS) teams.
- Internal: Enterprise Sales, Commercial, Marketing, Solution Architecture, Finance, Collections, Order Login, and Network Operations teams.
Candidate Profile & Qualifications
Experience & Background
- Overall Experience: 5 to 8 years of B2B channel management or enterprise sales experience within the Telecom / ICT space.
- Preferred Target Companies: Direct experience at Airtel, Sify Technologies, Ishaan Technologies, or peer Telecom / ISP / Managed ICT companies.
- Domain Knowledge: Deep domain understanding of wireline and wireless enterprise telecommunication products (PRI, ILL, MPLS, SIP Trunk, Mobile, Data Center Services, Toll-Free).
- Track Record: Documented history of consistently achieving revenue targets with awards/recognitions in previous roles.
Qualification & Core Competencies
- Education: Graduate (B.E. / B.Tech / BBA / B.Com) + MBA (Marketing) OR Engineering Graduate.
- Strategic & Technical Capabilities: Strong understanding of enterprise wireline/wireless solutions, GTM execution, and product-market dynamics.
- Communication & Collaboration: Excellent oral and written presentation skills with proven ability to collaborate across cross-functional units (Commercial, Finance, Solutions, Tech).
Pay: ₹800,000.00 - ₹1,200,000.00 per year
Benefits:
- Paid time off
- Provident Fund
Work Location: In person
