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ASM- Technology Channels

Job Req ID:  16449

Bangalore, IN

Function:  VIBS


Technology ASM- Channels

Job Level/ Designation


Function / Department

Enterprise/ Channels & SOHO



Job Purpose

Managing operations for SME business for the state [or definied geography] through designated Tech Channel Managers and Tech Channels. Develop and build Sales GTM for the designated territory to primarily drive market share increase of products like Fixed line, IOT, IIOT & Cloud.


This position will build and strengthen the team capability to drive  Product Pentration Index both in New accounts & farming accounts, achieve budgeted Revenue & NPS.

Key Result Areas/Accountabilities

  • To plan & deliver, budgeted segment revenues, including management of the subscriber acquisition costs
  • To implement coverage and distribution strategies aimed at delivering targeted A/C coverage in the circle – Technology Channel partner coverage thru Tech Channel Managers
  • To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
  • Channels Capability development & Certification as per plan
  • Implementation of  various channel partner metrics in allotted Territory
    • Partner Commissioning
    • Partner sales & service processes
  • Primary Focus on  Non Mobility revenue streams for SME
    • Increase unique A/C acquisitions in the assigned territory



  • Achievement of 80% SIP of their respective team
  • Make 100% of CP qualify the Vi Club [EPP] program as per the defined norms.
  • Responsible for achieving the Circle Revenue targets for all product portfolio available for SME [Primarily Non Mobility]
  • Account planning & drive Product Penetration Index improvement in the Mid-Market Accounts


  • Training and coaching of team


HSW Compliance

  • Ensure that the HSW norms are adhered to


Key performance indicators:

  • Drive segment Revenue & new Acquisition  from circle
  • Design and implement the Operating plan for segment in allotted circles with a robust governance model for relevant metrics
  • New initiative metrics in allotted circles

Core competencies, knowledge and experience:

Critical Success Factors

Core competencies, knowledge and experience:

Critical Success Factors

  • Leadership & People management Skills
  • Strong enterprise Channel Management and distribution experience
  • Account Management in B2B
  • Knowledge of  Fixed line, IOT & Cloud portfolio a must
  • Strong analytical and conceptual skills
  • Strong communication skills with digital mind-set

Threshold Functional Competencies

  • Strong Commercial Skills
  • Knowledge on Telecom technologies & solutions
  • Should be able to drive cross functional teams

Experience: 8- 10 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams and technical sales.


Must have technical / professional qualifications

Must have technical / professional qualifications:

Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like