Vice President (VP) – Channel Sales (Real Estate) Full Time NEW

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