The Head of Channel drives the sales strategy and overseeing channel activities in the region. You will achieve and exceed sales targets, optimize the channel ecosystem, and effectively manage a team of Channel Managers. Executives based in Sri Lanka and India. You will develop and execute the go-to-market (GTM) strategy, manage partner relationships, and manage a team to ensure that sales activities and forecasts are aligned with business goals.
Key Responsibilities:
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Sales Strategy & GTM Execution: Design, implement, and manage a comprehensive sales strategy and GTM plan across the region. Ensure alignment of the sales strategy with overall company objectives and regional market conditions.
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Team Building & Leadership: Hire, guide, mentor, and motivate a high-performing team of Channel Managers and Digital Sales Executives in Sri Lanka and India to achieve revenue and growth targets.
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Sales Forecasting & Reporting: Provide accurate sales forecasting, analysis, and regular updates to senior management. Monitor and track sales activities to ensure goals are met.
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Partner & Channel Management: Build and nurture relationships with key channel partners and resellers. Develop and execute plans to expand the partner ecosystem and drive partner-managed sales activities.
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Sales Enablement & Training: Ensure that the sales team is equipped with the necessary tools, training, and resources to succeed in driving sales and channel growth. Oversee enablement programs for partners and internal teams.
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New Business Development: Work closely with partners to identify new business opportunities and expand the customer base. Assist partners in developing IFS delivery and solution practices to enhance regional sales efforts.
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Market Insights & Competitive Analysis: Continuously evaluate market trends, customer needs, and competitive activity. Provide strategic recommendations to drive growth and innovation.
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Education: University qualification in a related discipline (Business, Technology, or similar).
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Expertise: Proven ability in sales, channel management, and business development, with a strong track record in leading teams and achieving sales targets in the Asia region.
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Sales Expertise: Strong background in managing complex sales cycles, including channel sales and partner-driven growth.
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Regional Knowledge: Expertise working in Sri Lanka, India, and/or broader Asia markets. Fluency in English, additional regional language skills (Sinhala, Tamil, Hindi, etc.) would be beneficial.
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Leadership Skills: Demonstrated ability to guide and develop teams, manage cross-functional relationships, and influence stakeholders at all levels.
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Business Acumen: Strong commercial awareness with the ability to drive sales, forecast performance, and develop effective sales strategies.
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Technical Proficiency: A solid understanding of software solutions, particularly in enterprise technology (ERP, CRM, cloud-based services, etc.), and the ability to communicate technical concepts to diverse stakeholders.
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Communication Skills: Excellent presentation, negotiation, and communication skills. Comfortable engaging with senior executives (CXOs) and partners.
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Travel: Some travel within the region is expected.
Key Competencies:
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Sales Excellence: Ability to drive sales independently and through partners. Focus on new business generation, pipeline development, and achieving sales quotas.
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Channel Development: Expertise in recruiting, developing, and managing partner relationships to maximize revenue opportunities.
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Collaboration & Teamwork: Strong interpersonal skills and the ability to work effectively across teams and functions, fostering a collaborative work environment.
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Customer Orientation: Strong focus on customer satisfaction, understanding their business needs, and aligning them with IFS products and solutions.
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Proactive & Results-Oriented: Ability to take initiative, solve creatively, and deliver results while maintaining a positive and can-do attitude.
What We Offer:
- A dynamic and collaborative work environment with opportunities for career growth and advancement.
- Competitive salary and performance-based incentives.
- Opportunity to lead a talented team and influence the company’s growth in a critical region.
