Position Overview

The Senior Channel Sales Manager owns the broker and channel partner engine for DevX in the assigned city or cluster. This is a channel-first sales role: the mandate is to build a productive network of IPCs (International Property Consultants), DPCs (Domestic Property Consultants), real estate brokers and leasing consultants, and to convert that network into a predictable, month-on-month flow of qualified mandates and closed revenue.

The role carries a hard channel revenue number, not just relationship-building targets. It combines partner acquisition and activation with direct involvement in deal structuring, pricing discussions and closures on channel-sourced opportunities.

Where This Role Sits

- Channel strategy, incentive policy and top-tier IPC leadership relationship. Operational ownership of the partner network acquisition, activation, productivity and channel revenue delivery — sits with this role.
- Direct and outbound enterprise acquisition sits with the Zone Sales team. Channel-sourced leads are owned end-to-end by this role through to closure, with Zone Sales supporting on site visits and inventory.

Key Responsibilities

1. Channel Revenue Ownership

- Own 3.5–5 Cr of channel-sourced annual revenue (ARR) for the assigned city or cluster
- Deliver 2–3 channel closures per month at an average deal size of 15–25 Lakhs ARR
- Maintain 3x pipeline coverage on channel-sourced opportunities at all times
- Own accurate forecasting for the channel line — weekly commit, monthly close plan, quarterly outlook

2. Partner Network Build & Activation

- Grow the onboarded partner base to 80–100 brokers, IPCs, DPCs and leasing consultants across the assigned market
- Drive 30–40 active partners,



where active is defined as having submitted at least one qualified lead in the trailing quarter
- Build depth with the top 10–12 producing partners, who should account for the majority of channel revenue
- Run structured onboarding so that new partners are pitching DevX inventory within 30 days of signup
- Maintain 12–15 partner touchpoints per week, weighted towards in-person meetings, site walkthroughs and joint client visits

3. Partner Engagement Programs

- Design and run broker engagement activity — meet-and-greets, centre showcases, incentive and slab schemes, co-marketing and quarterly deal reviews
- Track partner-level productivity and payouts, and flag under-performing or dormant partners for re-activation or exit
- Recommend incentive structures to the senior based on competitor payout benchmarks and partner feedback
- Ensure timely and accurate brokerage processing in coordination with Finance — payout reliability is the single biggest driver of partner loyalty

4. Deal Structuring & Closure

- Lead proposal generation, commercial discussions and negotiation on channel-sourced deals
- Structure pricing and discounts within the approved policy framework; escalate exceptions with a clear commercial rationale
- Run a disciplined 45–60 day sales cycle from qualified lead to signed agreement
- Maintain complete and current pipeline hygiene — stage accuracy, next steps and close dates on every open opportunity

5.



Market Intelligence

- Track competitor pricing, brokerage payout norms, current centre launches and occupancy movement in the assigned micro-markets
- Identify micro-market demand pockets and feed them into the supply and expansion planning process
- Report ground-level partner and client feedback on product, pricing and inventory gaps to the senior

What Success Looks Like in the First 12 Months

- Channel revenue target for the year delivered, with month-on-month predictability rather than back-ended closures
- 30–40 partners genuinely active, with reduced dependence on any single broker or firm
- A running calendar of partner engagement activity that the market recognises DevX for
- Channel pipeline visible, forecastable and trusted by leadership

Must-Have Experience

- 7+ years of B2B sales experience, with a minimum of 3–4 years in a channel, broker or partner-led sales role
- Background in coworking or managed offices, IPC/DPC brokerage, commercial leasing at a developer, or serviced offices
- An existing, working relationship set with brokers, IPCs, DPCs and leasing consultants in the base city — this is the core qualifier for the role
- Demonstrable history of carrying and delivering a revenue number, with specifics on deal sizes, cycle length and channel contribution
- Strong commercial grounding — lease structures, flex workspace commercial models, brokerage and payout mechanics
- Comfortable operating in the field for the majority of the working week

Good to Have

- Experience opening a new city or micro-market for a flex or CRE brand
- Exposure to enterprise or GCC clients on larger seat counts
- Experience mentoring or managing junior sales talent

📌 Senior Channel Sales Manager - Managed Offices (Chennai)
🏢 Dev Accelerator
📍 Chennai