Sales Head – Channel Partner

Indigrators; Chennai District; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

S&P Foundation Pvt Ltd invites an experienced Sales Head – Channel Partner to lead indirect sales, develop the partner ecosystem and drive revenue growth across markets. You will shape channel strategy, incentives and governance.

You will engage with brokers and partners, build KPI dashboards, and mentor a high-performance sales team to deliver measurable ROI. This role requires deep market understanding, strong negotiation, and the ability to align cross-functional teams to execute the channel

Qualifications

• 12–15 years of experience in Channel Sales or Indirect Sales.
• Proven track record of acquiring and managing productive channel partners.
• Strong leadership and negotiation skills with commercial focus.

Responsibilities

• Develop and execute channel sales strategy to achieve revenue targets.
• Identify new markets, partner segments and business opportunities.
• Onboard and develop channel partners, brokers and intermediaries.
• Design and manage partner incentives and performance programs.
• Drive sales enablement, MIS dashboards and governance.
• Collaborate with Sales, Marketing, Operations and Finance to close deals.

Skills

Channel Strategy

Partner Acquisition

Broker Network Management

Indirect Sales

Revenue Growth

Partner Incentives

Commercial Acumen

Relationship Management

Sales Analytics

Negotiation

Team Leadership

Market Development

Job description

ROLE PURPOSE

To lead and drive the organisation’s indirect sales business through strategic acquisition, development and managementof channel partners and broker networks. The role will expand the partner ecosystem, strengthen partner productivity, design effective incentive programs and deliver sustainable revenue growth through the channel.

KEY RESPONSIBILITIES

Channel Strategy & Revenue Growth

• Develop and execute channel sales strategy in line with business objectives and revenue targets.
• Drive growth in indirect sales through structured partner acquisition, activation and productivity initiatives.
• Identify new markets, partner segments and business opportunities.

Partner Acquisition & Network Management

• Identify, acquire and onboard new channel partners, brokers and strategic intermediaries.
• Build strong relationships with existing partners and drive engagement, productivity and retention.
• Establish partner-wise targets, review performance and implement corrective actions.

Partner Incentives & Commercials

• Design and implement partner incentive, commission and performance-linked reward programs.
• Evaluate incentive effectiveness and ROI and recommend changes to drive desired outcomes.
• Ensure commercial discipline and adherence to approved channel policies.

Sales Enablement & Capability

• Drive partner training, product communication, sales enablement and engagement initiatives.
• Ensure partners understand product offerings, pricing, schemes and business policies.

Performance Analytics & Governance

• Develop channel MIS and dashboards covering business volume, partner productivity, conversion, revenue and ROI.
• Monitor competitor activity, market trends and partner feedback.

Cross-functional Leadership

• Work closely with Sales, Marketing, Operations and Finance to enable seamless partner operations and transaction closure.
• Lead and mentor the channel sales team and build a high-performance culture.

Page 1S&P Foundation Pvt Ltd | Aspirational SpacesSales Head – Channel PartnerS&P; Foundation Pvt Ltd | Job Description

KEY RESULT AREAS (KRAs)

• Channel partner acquisition and activation
• Broker network expansion and productivity
• Indirect sales revenue and growth
• Partner retention and engagement
• Partner incentive effectiveness and ROI
• Market and geographic expansion
• Channel conversion and business efficiency
• Team productivity and capability development

IDEAL CANDIDATE PROFILE

• 12–15 years of experience in Channel Sales, Partner Sales, Broker Management or Indirect Sales.
• Proven track record of acquiring, developing and managing a productive channel partner ecosystem.
• Strong understanding of broker/channel economics, partner incentives and indirect sales funnels.
• Demonstrated ownership of revenue targets and business growth through partners.
• Strong relationship-building and negotiation skills.
• Experience in partner performance management, MIS and commercial analytics.
• Strong leadership capability with the ability to build and manage channel sales teams.
• High commercial orientation, market understanding and execution discipline.

KEY COMPETENCIES

Channel Strategy | Partner Acquisition | Broker Network Management | Indirect Sales | Revenue Growth |Partner Incentives | Commercial Acumen | Relationship Management | Sales Analytics | Negotiation | TeamLeadership | Market Development