Channel Business Manager

MEL Systems And Services; Chennai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

MEL Systems and Services Ltd. is hiring a Channel Business Manager in Chennai to grow a distributor and partner network for Industrial IoT and digital factory solutions. You will recruit and manage partners, drive sales targets and coordinate with product teams to deliver customer-ready solutions.

The role requires deep knowledge of channel strategies, strong negotiation skills and willingness to travel across India and abroad as needed. This full-time position is based in Chennai, India.

Qualifications

• 5–10 years of channel sales, partner management or business development experience.
• Experience with industrial IoT, factory automation or related tech products is preferred.
• Exposure to distributors, automation system integrators or solution providers.

Responsibilities

• Develop and manage a distributor, VAR, SI and partner network across India.
• Identify international channel partnerships and negotiate with partners.
• Drive channel sales targets and partner-led opportunities.
• Coordinate with internal teams for techno-commercial proposals.
• Conduct partner enablement, product training and certifications.
• Represent the company at events and manage ongoing partner relationships.

Skills

Channel Sales

Partner Management

Business Development

CRM Tools

Negotiation

Relationship Building

Communication

Microsoft Office

Industrial IoT Knowledge

Travel Readiness

Education

BSc/BE/B.Tech in Electronics/Electrical/Instrumentation/Mechatronics or related

Job description

Job Description

Channel Business Manager

Location: Chennai, India
Experience: 510 Years
Employment Type: Full-time

About the Company

MELSS is a leading provider of Industrial IoT and Digital Factory solutions. Our product portfolio includes Pick-to-Light Systems, Smart Factory Solutions, Industrial IoT Devices, Sensors, Andon Systems, Digital Work Instructions, Traceability Solutions, and Manufacturing Software that help industries improve productivity, quality and operational efficiency.

We are looking for an energetic and result-oriented Channel Sales Manager to expand our partner ecosystem across India and selected international markets.

Role Summary

The Channel Business Manager will be responsible for developing and managing a network of distributors, system integrators, OEM partners and solution providers who can sell, implement and support our Industrial IoT solutions.

The role requires a strong understanding of industrial automation products, channel business development, relationship management and consultative selling. The candidate should be comfortable working with both hardware and software solutions and be willing to travel extensively to develop and support partners.

Key Responsibilities

Channel Development

• Identify, recruit and onboard distributors, value-added resellers (VARs), system integrators and automation partners across India.
• Develop channel expansion plans for assigned regions and industry verticals.
• Identify and establish strategic channel partnerships in selected international markets.
• Evaluate prospective partners based on technical capability, market reach and business potential.

Partner Management

• Build long-term relationships with channel partners.
• Conduct regular business reviews and performance evaluations.
• Develop joint business plans and revenue targets with partners.
• Support partners in opportunity identification, customer engagement and solution positioning.
• Ensure partners remain engaged through regular communication and business support.

Sales & Business Development

• Achieve assigned channel sales targets.
• Generate new business through partner-led opportunities.
• Work jointly with partners during customer presentations, demonstrations and solution discussions.
• Assist partners in preparing techno-commercial proposals.
• Coordinate with internal technical and product teams to support customer requirements.

Partner Enablement

• Conduct product training and certification programs for partners.
• Ensure partners are equipped to deploy and support our Pick-to-Light and Industrial IoT solutions.
• Develop sales enablement material and best practices for the channel ecosystem.
• Assist partners during pilot projects and initial deployments.

Market Development

• Identify emerging market opportunities in manufacturing, warehousing, logistics and smart factory automation.
• Track competitor activities and market trends.
• Provide market feedback to product management for future product enhancements.
• Represent the company at exhibitions, seminars, industry events and partner conferences.

International Business Support

• Identify potential distributors and system integration partners in overseas markets.
• Coordinate with international partners for product demonstrations, technical discussions and commercial negotiations.
• Support export-oriented business development initiatives.
• Undertake overseas travel as required.

Desired Candidate Profile

Experience

• 5–10 years of experience in Channel Sales, Partner Management or Business Development.
• Prior experience in Industrial IoT, Factory Automation, Industrial Sensors, Machine Automation, PLC/SCADA, Industrial Networking or related industrial technology products.
• Experience working with distributors, automation system integrators or industrial solution providers.
• Exposure to software-enabled industrial solutions will be an added advantage.

Educational Qualification

• BSc, BE or B. Tech (Electronics, Electrical, Instrumentation, Mechatronics, Mechanical or related disciplines).

Technical Knowledge

Candidates should have exposure to one or more of the following:

• Industrial IoT Solutions
• Factory Automation
• Pick-to-Light Systems
• Industrial Sensors
• PLC/SCADA Systems
• MES / Manufacturing Software
• Industrial Communication Networks
• Barcode/RFID Solutions
• Smart Manufacturing Solutions
• Digital Factory Technologies

Skills & Competencies

• Excellent communication, presentation and interpersonal skills.
• Strong relationship-building and networking abilities.
• Commercial negotiation and business development skills.
• Ability to understand customer applications and recommend appropriate solutions.
• Self-driven, energetic and highly organized.
• Strong analytical and problem-solving skills.
• Ability to work independently while collaborating effectively with cross-functional teams.
• Proficiency in CRM tools and Microsoft Office.

Travel Requirements

• Frequent travel across India to recruit, train and support channel partners.
• Periodic international travel for partner development, exhibitions and business meetings.