AGM - Tech Channel Sales

Role

Technical Area Channel Sales Manager

Job Level/ Designation

M2

Function / Department

Enterprise

Location

Chennai

Job Purpose

To manage and drive the market share in order to attain market leadership in territory allocated within the SME segment.

Drive growth, in terms of Fixed line , IOT and Cloud  revenues  market share, whilst complying with agreed budget , timescales and agreed policy guidelines as also with all regulatory norms.

Focus on Channel Productivity and feasibilities . Extraction and roll out of connected clusters.

Key Result Areas/Accountabilities

Key accountabilities and decision ownership

Strategic

•     Plan implementation of sales strategies to grow unique acquisitions on FLV , FLD , IOT and Cloud penetration and enhance competitive position.

•     Channel engagement & development strategies to drive loyalty and retention

Operational

•     Responsible for FLX  growth in SME business for the territory allocated

•     Increase the unique acquisition count through acquisition in new accounts, as well as a deeper penetration in existing accounts within the allocated accounts

•     Account planning & drive sales of FLD, FLV  and data products through the channel partner teams

•     Set goals and targets for the acquisition & retention and monitor the performance of the team

Development

•     Channel Development & motivation

•     Training and coaching of team

Core competencies, knowledge and experience:

Critical Success Factors

• Continuous Learning & Empowering Talent
• Building Team Commitment
• Leads Decision Making & Delivering Results
• Builds Strategic Relationships & Organizational Agility.
• Analytical Thinking
• Technical sales Capability

Threshold Functional Competencies

• Strong Implementation skills
• Strong Commercial Skills
• Knowledge on Telecom technologies & solutions
• A strong implementation mind set.

Differentiating Functional Competencies

• Should be comfortable with change and ambiguity given the dynamic business environment
• Ability to communicate at multiple levels with both customers and colleagues

Budget owned: Allocated Territory Budget

Financial

• The incumbent would be responsible for achieving FLX growth target of  ______  and increasing the market share to __ % in the SME Business Segment in the allocated territory.

• The incumbent will be responsible for channel ROI

Non - Financial

• Driving a customer focused approach would be a critical dimension of the role with high focus on market share increase

Effective implementation of processes, feasibility portals  and MIS within the channel partner

Core Competencies, Knowledge, Experience

Key performance indicators:

• FLX acquisition numbers and revenue growth.
• Market-share growth
• Customer satisfaction
• Order Booking for FLX
• Maintain Healthy Delivery to collection ratio
• Increase cross selling to increase  Non mobility penetration
• Meet Revenue Targets of Cloud , FLX and IOT

Experience: 3- 5 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

Experience: 3- 5 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:

Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like Toll Free, Lease Lines, cloud portfolio: Gsuit, O365.

Desired: MBA from a reputed Institute.