IBMS - Channel sales

Schneider Electric; Mumbai; On-site; INR 2,000,000 - 2,800,000; Full time

Job summary

Schneider Electric India in Mumbai invites an experienced sales professional to drive channel sales for Building Management Systems and allied building technologies across West India. You will develop partner ecosystems, manage distributors, system integrators, consultants, and end users, and execute regional business plans to grow orders and revenue.

The ideal candidate has 5–10 years in channel or solution sales within building technologies, with exposure to BMS, HVAC controls, security, or

Qualifications

• Experience in channel sales, solution sales, or business development in building technologies.
• Strong relationship-building, field sales, and strategic planning skills.
• Experience with West India market and channel ecosystems is desirable.

Responsibilities

• Drive sales growth for BMS and building technologies in West India via channel partners.
• Develop and manage relationships with channel partners, distributors, SI, consultants, end users, and influencers.
• Create regional business plans aligned with target market segments and growth priorities.
• Identify new opportunities, build a healthy pipeline, and convert to orders.
• Support tenders, pricing, proposals, and contract negotiations with internal teams.
• Collaborate with sales, project, service, and finance teams to close projects.
• Monitor market trends, competitors, and partner performance to strengthen presence.
• Manage key accounts and strategic customer relationships to grow business.

Skills

Channel sales

Partner management

Relationship building

Education

Bachelor's degree in Engineering or Science

MBA in Sales/Marketing preferred

Job description

Key Responsibilities

• Drive sales growth for Building Management Systems and allied building technologies across West India through channel partners and key market stakeholders.
• Develop and manage relationships with channel partners, distributors, system integrators, consultants, PMCs, contractors, architects, end users, and other influencers.
• Create and execute regional business plans aligned with target market segments and growth priorities.
• Identify new business opportunities, build a healthy project pipeline, track opportunities, and drive conversion into orders.
• Deliver solution presentations and articulate the technical and commercial value proposition of Schneider Electric offerings.
• Support partners on tenders, estimation, pricing, bid responses, proposals, and contract negotiations in coordination with internal teams.
• Drive cross-selling, up-selling, modernization, and digital building solution opportunities.
• Collaborate with sales, prescription, project, service, finance, and product teams to ensure successful project closure and execution.
• Monitor market trends, competitor activities, customer requirements, and partner performance to strengthen market presence and regional strategy.
• Manage key accounts and strategic customer relationships to enhance business growth.

Key Success Metrics

• Order intake and revenue growth in the West region.
• Channel partner productivity and new partner development.
• Pipeline generation, opportunity management, and conversion ratio.
• Growth in key accounts and focus segments.
• Tender win rate and project closures.

Desired Candidate Profile

The ideal candidate should have experience in channel sales, solution sales, or business development within building technologies, electrical automation, HVAC, security, fire detection, access control, consumer durables, software sales, or allied industrial segments. The role requires strong relationship-building capabilities, field sales execution, partner development, consultant engagement, and strategic sales planning.

Education

• Bachelor's degree in Engineering (Electrical, Electronics, Instrumentation, Mechanical, Automation) or Science.
• MBA in Sales/Marketing preferred.

Experience

• 5-10 years of experience in channel sales, project sales, or solution sales.
• Experience in BMS, HVAC controls, Fire Detection, Security, CCTV, Building Automation, Refrigeration Controls, Lighting Controls, Real Estate, Consumer Durables, or related industries preferred.
• Experience handling the West India market and channel ecosystem is desirable.

Skills Required

• Channel sales and partner management.