Senior hardware Sales Manager

Mgrow Education; Dadri; On-site; INR 400,000 - 660,000; Full time

Benefits offered by this job

Channel leadership program

Job summary

Elcom Digital in Noida/NCR is seeking a Senior Hardware Sales Manager to scale revenue through distributors, resellers, system integrators, and partner networks. The role emphasizes channel and distribution leadership rather than generic sales, with Pan-India travel and regional coverage.

You will drive a partner-led go-to-market, forecast rigor, and revenue ownership across indirect channels, aiming for strong market share growth in IT hardware segments.

Qualifications

• Extensive B2B IT hardware channel experience.
• Proven ability to manage distributors, partners and indirect sales.
• Strong network across distributors, resellers and OEM ecosystems.

Responsibilities

• Build and execute the hardware channel sales strategy across regions, partner segments, and product categories.
• Own relationships with distributors, resellers, system integrators, and regional partners; improve partner productivity, sell-through, and market coverage.
• Recruit, onboard, activate, and grow new channel partners in priority markets and industry verticals.
• Drive partner-led pipeline creation, deal closures, and repeat business through account planning and reviews.
• Negotiate pricing, schemes, margins, terms, and growth plans with distributors and partners.
• Coordinate with OEMs and internal teams on deal registration, promotions, and partner enablement.
• Develop forecasting discipline, channel dashboards, and revenue tracking across pipeline and revenue.
• Lead, coach, and scale the sales team to meet targets with strong execution.
• Collaborate with Marketing, Finance, Operations, and Supply Chain to improve demand and partner experience.
• Monitor market trends and opportunities across the IT hardware landscape.

Skills

Channel sales

Distributor management

Forecasting

Partner recruitment

Job description

We are hiring a Senior Hardware Sales Manager to scale revenue through distributors, resellers, system integrators, and partner networks as part of its hardware growth agenda. The role is best positioned as a channel and distribution leadership hire rather than a generic sales manager because effective hardware growth depends on partner-led go-to-market execution, coverage, forecasting, and relationship ownership across the indirect sales ecosystem.

Job Title

Hardware Sales Manager

Location

Noida / NCR preferred; open to Pan-India travel

Department

Sales / Business Growth

Reporting To

CEO / Business Head

Key Responsibilities

• Build and execute the hardware channel sales strategy across regions, partner segments, and product categories to drive revenue growth and market share.
• Own relationships with distributors, resellers, system integrators, and regional partners; improve partner productivity, sell-through, and market coverage.
• Recruit, onboard, activate, and grow new channel partners in priority markets and industry verticals.
• Drive partner-led pipeline creation, deal closures, and repeat business through account planning and structured business reviews.
• Negotiate pricing, schemes, margins, commercial terms, and growth plans with distributors and strategic partners.
• Work with OEMs and internal teams on deal registration, incentive programs, promotions, certifications, and partner enablement initiatives.
• Build forecasting discipline, channel dashboards, review cadences, and operational rigor across pipeline, conversion, collections, and revenue tracking.
• Lead, coach, and scale the sales team to consistently achieve business targets through strong execution.
• Collaborate with Marketing, Finance, Operations, and Supply Chain teams to improve demand generation, order fulfillment, and partner experience.
• Monitor market trends, competitive activities, regional demand shifts, and emerging opportunities across the IT hardware landscape.

Candidate Profile

Required Experience

• 815 years of B2B IT hardware sales experience with strong exposure to channel, distribution, and partner-led business models.
• Proven success in managing distributors, partner ecosystems, and indirect sales across product categories such as PCs, laptops, peripherals, networking, POS solutions, enterprise devices, or related hardware.
• Strong network across distributors, regional partners, resellers, and OEM/vendor ecosystems.
• Demonstrated experience owning revenue targets, forecasting, partner performance, and sales team leadership.

Core Skills

• Deep understanding of IT hardware channel dynamics, distributor management, partner recruitment, key account management, and commercial negotiations.
• Strong expertise in forecasting, sales operations, pipeline management, and performance review processes.
• Familiarity with deal registration, partner incentive programs, enablement initiatives, pricing structures, and channel conflict management.
• Excellent communication, relationship management, analytical thinking, problem-solving, and execution skills.

What Good Looks Like

• Thorough understanding of how the Indian IT hardware channel operates, including distributor behavior, reseller economics, credit management, and sell-through strategies.
• Ability to quickly establish relationships with partners and convert them into active, revenue-generating accounts.
• Balances revenue growth with margin discipline, partner conflict management, and sustainable market expansion.
• Brings operational excellence through accurate forecasting, structured reviews, pipeline hygiene, partner activation, and disciplined deal closure.
• Successfully builds, mentors, and leads regional or national hardware sales teams that consistently deliver results.

Preferred Background

Candidates from IT hardware brands, national distributors, value-added distributors (VADs), commercial device companies, POS and peripherals businesses, networking hardware firms, or other channel-led technology organizations will be highly preferred.

Experience in developing partner-led growth strategies and building structured channel programs across India will be considered a strong advantage.

Success Metrics

• Monthly and quarterly hardware revenue achievement.
• Growth in active partner count and partner productivity.
• Distributor performance and regional market coverage.
• Pipeline value, conversion rate, and forecast accuracy.
• Margin realization and collection efficiency.
• New partner onboarding and time-to-activation.

Closing Statement

The ideal candidate combines deep channel relationships with disciplined sales execution and has the ability to transform a partner ecosystem into a predictable, scalable, and high-performing revenue engine that drives Elcom Digital's hardware business growth.