Key Responsibilities

Channel Development

- Identify, recruit and onboard distributors, value-added resellers (VARs), system integrators and automation partners across India.
- Develop channel expansion plans for assigned regions and industry verticals.
- Identify and establish strategic channel partnerships in selected international markets.
- Evaluate prospective partners based on technical capability, market reach and business potential.

Partner Management

- Build long-term relationships with channel partners.
- Conduct regular business reviews and performance evaluations.
- Develop joint business plans and revenue targets with partners.
- Support partners in opportunity identification, customer engagement and solution positioning.
- Ensure partners remain engaged through regular communication and business support.

Sales & Business Development

- Achieve assigned channel sales targets.
- Generate recent business through partner-led opportunities.
- Work jointly with partners during customer presentations, demonstrations and solution discussions.
- Assist partners in preparing techno-commercial proposals.
- Coordinate with internal technical and product teams to support customer requirements.

Partner Enablement

- Conduct product training and certification programs for partners.
- Ensure partners are equipped to deploy and support our Pick-to-Light and Industrial IoT solutions.
- Develop sales enablement material and best practices for the channel ecosystem.
- Assist partners during pilot projects and initial deployments.

Market Development

- Identify emerging market opportunities in manufacturing, warehousing, logistics and smart factory automation.
- Track competitor activities and market trends.
- Provide market feedback to product management for future product enhancements.
- Represent the company at exhibitions, seminars, industry events and partner conferences.

International Business Support





- Identify potential distributors and system integration partners in overseas markets.
- Coordinate with international partners for product demonstrations, technical discussions and commercial negotiations.
- Support export-oriented business development initiatives.
- Undertake overseas travel as required.

Desired Candidate Profile

Experience

- 5–10 years of experience in Channel Sales, Partner Management or Business Development.
- Prior experience in Industrial IoT, Factory Automation, Industrial Sensors, Machine Automation, PLC/SCADA, Industrial Networking or related industrial technology products.
- Experience working with distributors, automation system integrators or industrial solution providers.
- Exposure to software-enabled industrial solutions will be an added advantage.

Educational Qualification

- BSc, BE or B. Tech (Electronics, Electrical, Instrumentation, Mechatronics, Mechanical or related disciplines).

Technical Knowledge

Candidates should have exposure to one or more of the following:

- Industrial IoT Solutions
- Factory Automation
- Pick-to-Light Systems
- Industrial Sensors
- PLC/SCADA Systems
- MES / Manufacturing Software
- Industrial Communication Networks
- Barcode/RFID Solutions
- Smart Manufacturing Solutions
- Digital Factory Technologies

Skills & Competencies

- Excellent communication, presentation and interpersonal skills.
- Strong relationship-building and networking abilities.
- Commercial negotiation and business development skills.
- Ability to understand customer applications and recommend appropriate solutions.
- Self-driven, energetic and highly organized.
- Strong analytical and problem-solving skills.
- Ability to work independently while collaborating effectively with cross-functional teams.
- Proficiency in CRM tools and Microsoft Office.

Travel Requirements

- Frequent travel across India to recruit, train and support channel partners.
- Periodic international travel for partner development, exhibitions and business meetings.

📌 Industrial IoT Channel Sales (Chennai)
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📍 Chennai