Roles and Responsibilities :

- Develop and own partner strategy, strategic account plans, and key executive relationships - including growth opportunities, action planning, and revenue forecasting.

- Drive given goals and channel revenue target in the assigned region.

- Achieve revenue targets via assigned/managed partners within given region. Do regular analysis and optimisation of channel partners.

- Developing and executing territory plans with channel partners and aligning partner plans with Esri India Industry priorities – Govt (central and states, education, Utility, Telecom, Mining, Infrastructure, Transportation, URBAN & AEC industry.

- Recruiting, training and enabling channel partners.

- Build Sales, Pre-Sales and Delivery capabilities within Channel Partners.

- Establish and build long-term and productive relationships with channel partners.

- Structure proposals working with internal teams to negotiate and close deals.

- Be the first point of contact for partners around all key areas (enablement, opportunity assistance & closures, lead generation, training, etc.)

- Maintain a thorough understanding of Esri India product & solution offering and its competitive advantages,



actively monitor competitive landscape and provide feedback to the business.

- Plan and drive activities with assigned managed partners to drive maximum return to engagements.

- Gain a deep understanding of assigned/managed channel partners to manage and maintain/update information in internal CRM Systems SFDC. Ensuring all information supplied is up-to-date, accurate and comprehensive.

- Actively contribute towards the improvement of team and operation, participating in team meetings, discussions and other activities with a focus on development & revenue goal attainment.

Job Requirements :

- 8-15 years of experience in channel sales or a related field (e.g., software sales).
- Must have a solid understanding of partner ecosystem in assigned region.
- Must have exposure of Govt, Utility, business in the past with proven track record of business growth.
- Ability to drive thought-leadership discussion with key executive sponsors of assigned/managed partners.
- Sound understanding and knowledge of sales & business development along with partner management.

📌 Channel Sales Manager (Telangana)
🏢 Esri India
📍 Telangana