Vice President - Channel Sales

ESP Engineered; Mumbai; On-site; INR 2,500,000 - 3,500,000; Full time

Job summary

ESP Engineered in Mumbai is looking for a Channel Manager to own revenue targets and lead a multi-geography team. Candidates should have 12–18 years of experience in B2B IT distribution and a proven track record managing large channel books.

The role requires strong relationships in the channel and experience in CRM-driven discipline. Preferably, candidates should have experience with OEMs like HPE or Dell.

Qualifications

• 12–18 years in Indian B2B IT distribution or channel-led hardware sales.
• Must have directly managed a ₹500 Cr+ channel book at a T1 or T2 distributor.
• Experience running multi-geography channel teams with Area Managers.
• Strong existing relationships across cloud and hosting SIs.
• Must have run a team of 50+ in a previous role.
• Comfortable with CRM-driven sales discipline.

Responsibilities

• Own the channel revenue target and quarterly delivery across product categories.
• Build and lead a multi-geography channel team across several cities.
• Drive CRM discipline across the entire channel motion.
• Own quarterly partner business reviews with top 50 strategic partners.

Job description

Comprint Tech Solutions is a Mumbai-headquartered IT lifecycle company operating across the full Procure → Deploy → Manage → Extend → Retire spectrum. The organisation is bootstrapped, profitable, and on an IPO-track trajectory.

Comprint operates eight sub-brands across the lifecycle: Serverstore (new OEM hardware), Refurbr (certified refurbished), Rentr (rentals and leasing), Troubleshootr (AMC and FMS), Maxtone (spares and components), Ecotribe (ITAD and recycling), Host360 (cloud and data centre hosting), and BreakITdown (media property).

Comprint is a Platinum Partner to HPE across servers, storage, and networking, and an authorized partner to Dell, ASUS, LG, MAXHUB, Intel, AMD, Samsung, Micron, Seagate, and 30+ other Tier-1 OEMs. The organisation serves enterprise customers across BFSI, IT/ITeS, manufacturing, healthcare, education and government, with a 6,000+ partner ecosystem driving pan-India reach.

Key Responsibilities

• Own the channel revenue target and quarterly delivery against it across all product categories — servers, storage, networking, components, endpoints, and refurbished hardware.
• Build and lead a multi-geography channel team across Mumbai, Pune, Bangalore, Chennai, Hyderabad, Kolkata, Delhi NCR, Ahmedabad, and Goa.
• Run the partner ecosystem strategy across the 6,000+ partner base — tiering, MDF allocation, incentive program design, partner onboarding, and partner reviews.
• Operate the matrix between geographic Senior Managers and the product Business Heads across S/S/N, Components & Spares, Endpoints (New and Refurb), Maxtone, and Refurb S/S/N. Resolve solid-line vs dotted-line conflicts.
• Drive CRM discipline across the entire channel motion. Comprint runs an internal CRM platform — every deal, every partner conversation, every pipeline movement is expected to live in the system.
• Build the GTM enablement function (S/S/N enablement SM + Components/Endpoints/Refurb enablement Manager) reporting into this role.
• Own quarterly partner business reviews with top 50 strategic partners. Personally manage the top 10 partner relationships.
• Coordinate with VP Enterprise Sales on partner-led enterprise deals, account assignment rules, and conflict resolution.
• Coordinate with Head of Pre-Sales & Solutions on technical solutioning capacity allocation across channel deals.

Candidate Profile

• 12–18 years in Indian B2B IT distribution or channel-led hardware sales.
• Must have directly managed a ₹500 Cr+ channel book at a T1 or T2 distributor (Redington, Ingram Micro, Savex, Compuage, Inflow Technologies, or equivalent).
• Experience running multi-geography channel teams with Area Managers / Senior Managers.
• Strong existing relationships across cloud and hosting SIs, regional resellers, and mid-market channel partners.
• Comfort operating inside matrix organisations alongside Product Managers and product-led pricing.
• Must have run a team of 50+ in a previous role, or demonstrated clear ability to scale a team to that size.
• Comfortable with CRM-driven sales discipline and willing to enforce it across a distributed team.

Preferred/Nice to Have

• Prior experience selling HPE, Dell, ASUS, or Lenovo at scale.
• Exposure to refurbished hardware and lifecycle services as part of a channel motion.
• Existing relationships in OEM channel leadership (HPI India, Dell India, ASUS India, Lenovo India).