Purpose of the position

The Channel Manager INDIA, is responsible for the relationship management and revenue growth of key SMART resellers and distribution channel partners in pan-INDIA

The successful candidate will exhibit excellent leadership qualities that will enable SMART to be positioned strategically with these partners and will be a key contributor to SMART’s current and future growth and success in INDIA.  This is an individual contributor role, reporting to the Country Manager - India

Duties and Responsibilities

• Responsible for managing the SMART channel eco-system, including Distributors and reseller partners.
• Ensuring strong territorial coverage across the pan-INDIA region
• Drive significant year-on-year revenue growth with assigned partners, becoming a key sales contributor to SMART, exceeding quarterly and yearly revenue targets.
• Ensure that your partners meet the appropriate level of training and knowledge transfer of SMART products and solutions to meet and exceed revenue targets and product margin objectives.  Drive the partner onboarding and accreditation process.
• Deliver face-to-face partner training and ensure new partner staff are brought up quickly.
• Manage distributor stock levels across the ecosystem from ordering on SMART through to ensuring full coverage of reseller forecast pipeline. Ensure consistent product supply whilst assisting Distributors to keep appropriate stock profile based on the pipeline and business fluidity.
• Manage reseller pipeline and monthly forecast across both gold and silver partner tiers. Proactively work with the partners to close these opportunities or ensure that appropriate SMART resources are applied if/when needed.
• Ensure SMART CHOICE partner program is fully implemented in the region to drive loyalty in the channel ecosystem.
• Work with SMART enabling teams to ensure local price lists are maintained, channel partner pricing integrity is maintained.
• Manage and pivotal to coordinating the SMART Deal Reg process.
• Work with product management teams to ensure product is fully certified for the local markets.

·       Identify gaps and opportunities to recruit new channel reseller partners to ensure breadth and depth and regional coverage to deliver business objectives

·       Recommend new channel partners opportunities to contribute to business growth.

• Build, develop and execute a joint business plan for key partners. Success metric for this objective will be measured aligned to the SMART company and regional objectives.  The plan for each partner will incorporate as a minimum:
1. Sales revenue objectives (revenue) and measurement of each
2. Sales unit volume and measurement across EDU & ENT
3. High level strategies to achieve these objectives.
4. Current Quarter short term action plan including monthly pipeline process.
5. Plan initiatives to drive the sales motion build the sales pipeline and promote SMART solutions
6. Investment required and tactics that this will be spent on key priorities.
7. Formal Commitment to the joint plan from the partner
• Ensure that at the start of each quarter a channel marketing/activity plan for your “territory” is being executed to drive the business.  Any activities requiring MDF support are closely monitored, measured, and managed very closely based on following the SMART MDF policy and terms. Requiring close partner management. Execute action plans to meet or exceed the core objectives.
• Drive proactive sales and marketing “programs” with channel partners that result in both pipeline and revenue growth for both SMART and the partner.  Building mindshare and loyalty in the channel.
• Work with the local Demand Gen manager to drive and create outreach and initiatives to amplify the SMART value, differentiation and social media plans to underpin the regional sales objectives.
• Work and fit cohesively with the existing SMART team members and ensure that we maintain the existing strong team culture.

Competencies Required:

• Ability to demonstrate advanced Microsoft Office skill, especially excel and familiarity with CRM systems and sales tools to help managing the business optics such as Salesforce
• Ability to be effective externally in the field, whilst having a pragmatic approach internally, making recommendations and articulating the state of the business
• Highly organized and analytical
• An excellent communicator at all levels in the business right up to C-suite.
• Comfortable and competent to engage with end customers at all levels to support the channel partners
• Articulate presentation skills
• Driven for Results – must be always focused on exceeding KPIs.
• Passion – for the channel, SMART products, business excellence and for personal improvement.
• Accountable – for your own contribution to the success of SMART’s relationships with these key partners.
• Business planning with partners – ability to manage this process to drive accountability and actions on both sides. A high level of written and oral skills.
• Building and executing marketing programs to “close loop” with channel
• Outstanding relationship building skills
• The ability to link SMART’s technology value proposition to large customer’s business needs to assist partners close major SMART opportunities.
• Ability to be a self-starter, self-motivator, and a high achiever, as part of an agile team, collaborate and work to get things done.

Experience

Required

• Bachelor’s degree or similar
• Minimum 7-10 years’ successful sales experience in the IT industry, with a robust level of background growing and managing effectively a network of channel partners
• Proven experience and successful track record of sales success within the AV and interactive space, selling solutions (hardware & software) to Education, enterprise, SMB, Government verticals amongst others.
• Experience with selling hardware and software solutions either to varied range of end customer accounts, with and through a channel ecosystem to deliver success for end customer and for your organization.  
• Proven track record of exceeding personal revenue targets
• Proven record of driving and building the sales pipeline of significant opportunities with channel partners
• Proven record in driving sales and marketing campaigns with the channel that results in revenue growth and creating a strong channel engine that is loyal and with high performance.
• Proven record of establishing meaningful business relationships at both executive levels end customers but also at key channel partners, forming those strong relationships. 

Desired

• Existing relationships in key SMART partners
• Knowledge of SMART products, strategies etc
• Knowledge and experience with selling Edtech solutions through the channel

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