Channel Sales Manager, India

Channel Account Manager - India The Channel Sales Manager, India is responsible for the definition and delivery of a strong channel strategy across CPL in India, encompassing distributors and Value Added Resellers for Data Security and Imperva. Key aspects of the role include maximizing channel revenues and productivity across India and setting the direction for replicable best practice in the CPL channel business across the region. The Channel Sales Manager will leverage a strategic market outlook to lead and engage in detailed channel and territory planning with regional channel sales teams and sales leadership, using performance metrics to measure success and drive improvements in the APAC channel business. The Channel Sales Manager ensures that business initiatives are tailored to the needs of the channel business and also plays an active role in developing and optimizing the Partner Program. The Channel Sales Manager solves issues which impact channel efficiency and success whilst working with stakeholders internally and externally. The Channel Sales Manager acts a key contributor to channel communications and interfaces with channel partners and their senior management across India.

Develop and manage a robust and creative channel strategy for India

Develop and drive engagement through successful relationships with key channel partners at senior management level

Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews

Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement

Set and drive Channel best practice and facilitate its deployment across India, remaining sensitive to local specifics

Drive strategies to reduce friction in the India sales channel and increase the ease of doing business

Enable the partner community to sell Thales solutions from the entire CPL portfolio, with a focus on incremental business and service delivery

Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy

Play a leading role in the design optimization and implementation of the Partner Program across India

Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.

Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral

Present India Sales Channel performance and business results through regular communication, forecasts, agendas, and reports

Minimum Requirements:

Experience of developing and presenting channel strategies across India

Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations

Strong business planning skills and proven ability to execute and deliver a defined plan

Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose

Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues

Extensive Channel Management experience with a proven track record of success

Passion, commitment and drive for success; experience working across matrix managed teams and organizations

5 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company

Ability to engage with all levels of a partner organization

Results oriented and effective in customer situations comprising senior level management

Must demonstrate both personal integrity and the ability to exercise good judgment

Ability to perform job functions independently with limited supervision