Channel Manager - Middle East & India

Helvar; Abu Dhabi; On-site; AED 391,000 - 781,000; Full time

Job summary

Helvar, a Finnish lighting technology company, seeks a Channel Manager to drive growth in the Middle East & India. You will build and manage early-stage specification pipelines, engage developers and asset owners, and shape partner networks across focus markets.

You’ll collaborate with Solutions, Product, Marketing, and Sales teams to defend specifications, upsell solutions, and deliver training to partners. A credible technical understanding is essential.

Qualifications

• Experience developing growth plans across multiple markets.
• Ability to engage with developers, asset owners, and consultants.
• Strong analytical skills for market trends and pipeline reviews.

Responsibilities

• Develop and execute strategic growth plans for focus countries.
• Drive revenue by identifying and converting new opportunities.
• Build and manage an early-stage specification pipeline.
• Develop and nurture relationships with key accounts and stakeholders.
• Drive project conversion by collaborating with partners and cross-functional teams.

Skills

Strategic planning

Relationship management

Sales & negotiations

CRM Salesforce

Tools

Salesforce

Job description

Drive sustainable revenue growth across the Middle East & India, with a strategic focus on key priority countries, by developing strong relationships with developers, asset owners, specifiers, consultants, and partners across key focus and other market segments. The role focuses on creating early-stage specification pipelines, developing new business opportunities, promoting and driving the adoption of new solutions, and reshaping and expanding the partner network through new strategic partnerships. The role drives project conversion through close collaboration with partners and by leveraging Helvar's cross-functional teams and expertise. This commercially focused role blends business development, key account management, new business sales, relationship and partner management, marketing activities, and sales training, while requiring a credible level of technical understanding to effectively engage with stakeholders across the project sales community and wider industry.

What you'lll be doing as our Channel Manager

• Develop and execute strategic business growth plans for Helvar's focus countries across the Middle East & India, aligned with company objectives.
• Drive sustainable revenue growth and profitability by identifying, developing, and converting new business opportunities.
• Build and manage an early-stage specification pipeline by engaging developers, asset owners, C-level decision-makers, specifiers, consultants, and other key project stakeholders.
• Develop and nurture strong, long-term relationships with key accounts, decision-makers, and industry stakeholders.
• Understand customer needs and act as a trusted strategic partner, identifying growth, and upselling opportunities.
• Evaluate, reshape, and strengthen the existing partner network and identify and develop new strategic partners within focus countries.
• Develop partner growth plans and support partners in identifying, bidding for, and converting high-value projects.
• Drive project conversion by working closely with partners and Helvar's Commercial, Solution, and cross-functional teams to defend specifications and overcome project challenges.
• Promote and drive the adoption of new Helvar solutions across key focus and other market segments.
• Coordinate with regional and global teams, including Solutions, Product, Marketing, Supply Chain, Service, and Support, to deliver a consistent customer and partner experience.
• Develop and support targeted marketing activities, industry events, thought leadership, and customer engagement initiatives.
• Deliver sales and solution training to partners and key stakeholders to strengthen market knowledge and sales capability.
• Analyse sales performance, pipeline, forecasts, market trends, and account development, and conduct regular business and performance reviews.
• Stay informed about market trends, competitor activities, customer developments, and emerging industry needs.
• Share market and customer insights with internal teams to support regional strategy and shape future product, solution, and service offerings.

What skills we would love you to have:

• Ability to develop and execute strategic business growth plans aligned with Helvar's regional and company objectives.
• Strong commercial and business development capability, with the ability to identify, develop, and convert new growth opportunities.
• Ability to analyse market trends, sales data, pipeline, and customer needs to make informed commercial decisions.
• Strong relationship management and interpersonal skills, with the ability to build trust and influence C-level decision-makers, developers, asset owners, specifiers, consultants, and partners.
• Excellent verbal, written, and presentation skills, with the ability to communicate effectively with diverse technical and commercial audiences.
• Strong negotiation and commercial skills, including pricing and project negotiations, to achieve sustainable and mutually beneficial outcomes.
• Credible technical and solution understanding, with the ability to engage effectively across the project sales and smart building community.
• Resourceful and proactive in addressing challenges, identifying opportunities, and developing innovative solutions.
• Ability to thrive in a fast-paced, dynamic, and international business environment.
• Strong cultural awareness and the ability to work effectively across diverse markets within the Middle East & India.
• Strong cross-functional collaboration skills, with the ability to influence and lead stakeholders without direct authority.
• Ability to leverage global and regional expertise and resources to support customers, partners, and business growth.
• Strong proficiency in Salesforce and CRM tools, with the ability to effectively manage opportunities, specification pipelines, sales activities, forecasting, and account development.
• Strong understanding of specification-led sales, partner management, key account management, and project-based business development.

Why you'll love Helvar

• We value your growth: With a wide range of online learning opportunities and internal mobility, you'll have the tools and support to advance your career.
• Autonomy and balance: Our culture is built on trust, offering you autonomy in your role while promoting a healthy work-life balance and benefiting from a supportive and collaborative environment.
• Wellbeing at the heart: Whether it's our products for customers or how we care for our team, wellbeing is our top priority. We offer a dedicated Wellbeing Day every year, and all employees can take advantage of our weekly Empower Hour for wellbeing, community, or learning activities.
• A company you can trust: With over 100 years of history, we're a stable, family-owned Finnish company that's growing across our international locations.

The Helvar Promise to You!

At Helvar, we're determined to improve the wellbeing of people in every space - including our own employees. We promise you conditions that foster your personal growth and help you achieve your full potential. As a tight-knit company with a family ethos, we're proud to see that Helvarians care deeply about our customers, our partners, our planet and each other. Our drive to create a better working environment is part of what we call Brighter Spaces.

We trust your vision! Over the last 100 years, we've become experts at innovation. It's part of our culture. Together we evolve and adapt our solutions to create perfect conditions.

We invest in you! As we spend 1/3 of our life at work, it's important to have fun! We work in a friendly, easy-going atmosphere, and we're focused on improving your wellbeing. We celebrate a learning culture and promote Bright Ideas.

You have the freedom to impact! People help shape our success. This allows us to be true leaders. With your ideas, we're focused on achieving a brighter, sustainable future for generations to come.

We're with you all the way!

About Helvar

Helvar is an international lighting technology company delivering intelligent, energy-efficient lighting solutions for smart, sustainable buildings. By combining advanced lighting controls, environmental sensing, and digital services, Helvar helps create healthier, more productive spaces while reducing energy consumption and supporting long-term sustainability goals.

For more than 100 years, Helvar has been at the forefront of lighting innovation, enabling buildings to operate more intelligently through data-driven insights, seamless system integration, and future-ready technology. With offices in Finland, the UK, Poland, and Sweden, and a global partner network spanning more than 80 countries, Helvar provides local expertise backed by international reach.

With over 300,000 projects delivered worldwide across a wide range of industries and applications, Helvar offers wired, wireless, and hybrid lighting control solutions, environmental sensing technologies, and a cloud-based digital services platform. Together, these solutions form a comprehensive end-to-end ecosystem that helps customers optimise building performance, enhance occupant wellbeing, and achieve their sustainability ambitions.

Helvar Recruitment Equality and Diversity Disclaimer

At Helvar, we are committed to creating a workplace that promotes a culture of equality, respect, and opportunity for all.

We welcome applications from individuals of all backgrounds, regardless of race, ethnicity, gender, gender identity, sexual orientation, age, disability, religion, or any other characteristic protected by law. We value the unique perspectives and experiences that each individual brings to our team and encourage everyone to apply.

If you require any accommodations during the recruitment process, please do not hesitate to get in touch.