Job Description – Vice President (VP) – Channel Sales
Designation: Vice President – Channel Sales Department: Sales Reporting To: Managing Director Location: Bengaluru
Role Objective
The Vice President – Channel Sales is a strategic leadership role responsible for defining, building, and scaling the entire channel sales ecosystem for the organization.
This role goes beyond execution — it requires vision-setting, market shaping, and revenue architecture creation through a high-performance channel network. The VP will drive large-scale inventory monetization, partner-led growth, and long-term channel strategy across multiple projects and geographies.
Key Responsibilities
1. Strategic Leadership & Business Ownership
Define the long-term channel sales vision and growth roadmap
Own P&L for channel-driven revenue streams
Build a scalable, predictable channel-led sales engine
Partner with leadership on business planning, product positioning, and go-to-market strategy
2. Channel Strategy & Ecosystem Design
Architect a best-in-class channel sales framework, including:
o Partner segmentation & tiering
o Commercial models & incentive structures
o Governance & compliance systems
Build a high-quality, curated partner ecosystem (regional, national, and international where relevant)
Drive strategic alliances with top-performing channel partners
3. Revenue Leadership & Inventory Strategy
Own end-to-end channel revenue targets across a large portfolio (multi-project / multi-asset)
Lead inventory liquidation strategy based on:
o Micro-market dynamics
o Product positioning
o Demand-supply gaps
Drive high-value deal closures and strategic bulk transactions
4. Organization Building & Capability Development
Build and lead a multi-layered channel sales organization
Hire and develop high-caliber leadership and execution teams
Establish a performance-driven culture with strong governance
Define KRAs, KPIs, and success metrics across levels
5. Channel Partner Productivity & Engagement
Drive deep partner engagement and loyalty programs
Focus on partner productivity, not just network size
Implement structured engagement models:
o Exclusive previews
o Strategic partner meets
o Performance-linked incentives
6. Go-To-Market & Launch Strategy
Lead channel-led project launches and market activation
Ensure partners are fully equipped with:
o Product knowledge
o Pricing strategies
o Sales tools & collateral
Align channel messaging with brand positioning
7. Sales Engine & Process Excellence
Build a data-driven, process-oriented sales engine
Establish systems for:
o Lead funnel management
o Conversion tracking
o Partner performance analytics
Drive forecasting accuracy and revenue predictability
8. Pricing, Governance & Compliance
Ensure pricing discipline across the channel network
Control discounting and deal structures
Maintain strict adherence to:
o RERA regulations
o Channel agreements
o Internal governance frameworks
9. Cross-Functional Leadership
Work closely with:
o Marketing (campaigns & branding)
o CRM (lead management & closures)
o Finance (revenue & collections)
o Legal (agreements & compliance)
Act as a bridge between strategy and execution
10. Market Intelligence & Expansion
Track market trends, competitor strategies, and channel dynamics
Identify new markets, geographies, and partner opportunities
Drive innovation in channel sales models
Requirements
MBA / Graduate in Business, Marketing, or Real Estate
18–25 years of experience, with strong exposure to real estate sales
10–12+ years in Channel Sales leadership roles
Proven track record in:
o Building and scaling channel sales functions
o Managing large residential portfolios
o Driving high-value revenue targets
Key Skills & Competencies
Strategic Thinking & Business Acumen
Channel Ecosystem Design & Scaling
Revenue Leadership & P&L Ownership
Organization Building & Leadership Development
Negotiation & Stakeholder Management
Data-Driven Decision Making
Market Intelligence & Competitive Strategy
Governance, Compliance & Process Excellence
Success Metrics (Indicative)
Channel contribution to overall revenue
Inventory absorption rate
Partner productivity ratios
Conversion efficiency
Revenue predictability & pipeline strength
Partner retention & engagement index
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