AGM - Channel Sales

Job Req ID:  17722

Kolkata, IN

Function:  VIBS


Enterprise Channel Sales

Job Level/ Designation


Function / Department

VIBS/ Enterprise Channels & SOHO



Job Purpose

  • To manage and drive the market share in order to attain market leadership in territory allocated within the Enterprise Segment.
  • Drive growth in terms of subscriber base, revenues, market share, whilst complying with agreed budget, timescales and agreed policy guidelines as also with all regulatory norms.
  • Focus on Channel Infrastructure and Channel Eco system to increase the mobility and Non Mobility market share of Enterprise in the market.

Key Result Areas/Accountabilities


  • Plan implementation of sales strategies to grow subscriber base, better penetration and enhance competitive position
  • Channel engagement & development strategies to drive loyalty and retention
  • Operational Responsible for subscriber growth in Enterprise business for the territory allocated
  • Increase the subscriber base through acquisition in new accounts, as well as a deeper penetration in existing accounts within the allocated accounts
  • Account planning & drive sales of voice and data products through the channel partner teams
  • Set goals and targets for the acquisition & retention and monitor the performance of the team


  • Channel Development & motivation
  • Training and coaching of team

HSW Compliance

  • Ensure that the HSW norms are adhered to

Core Competencies, Knowledge, Experience

Critical Success Factors

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

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 (Limits / Mandates Etc.)

  • The incumbent would be responsible for achieving subscriber growth target of  ______  and increasing the market share to __ % in the Enterprise 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 and MIS within the channel partner

Experience: 5- 7 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams.

Must have technical / professional qualifications

Essential: Channel Sales Experience in related domain/industry

Desired: MBA from a reputed Institute.