Role Objective The Regional Channel Sales Manager – West will be responsible for developing and managing Enlite’s channel network across the region and delivering business growth through productive channel partnerships.

The role will focus on identifying and appointing the right System Integrators and channel partners, enabling them technically and commercially, creating project opportunities jointly with them, and converting those opportunities into orders.

The ideal candidate should be a strong relationship builder with experience in BMS, building automation, HVAC controls, ELV or a related industry, and should have a good understanding of the West India market.

1. Channel Partner Development

· Identify and appoint channel partners across West India.

· Develop a strong and productive partner network in key markets including Mumbai, Pune, Ahmedabad, Vadodara, Surat, Indore, Jaipur, Nagpur and other identified markets.

· Evaluate partners based on market reach, technical capability, project access, customer relationships and business potential.

· Develop partner-wise business plans and revenue targets.

· Drive partner activation and ensure newly appointed partners start generating business.

· Conduct regular partner reviews and track performance against agreed targets.

2. Channel Sales & Business Growth

· Drive regional sales through the Enlite channel ecosystem.

· Develop and maintain a healthy project pipeline through channel partners.

· Work with partners to identify upcoming BMS and building automation projects at an early stage.

· Drive project conversion from enquiry through quotation, negotiation and order closure.

· Support partners in developing BOQs, technical submissions, proposals and commercial offers.

· Ensure effective follow-up and closure of key opportunities.

3. Project & Consultant Development

· Build relationships with consultants, MEP consultants, PMCs, developers, contractors and end customers.

· Identify projects where Enlite can be specified or considered.





· Work with consultants and project stakeholders to create Enlite specifications and approved-vendor opportunities.

· Conduct product presentations, technical discussions and demonstrations.

· Track projects from design stage through tender and execution.

· Work closely with System Integrators to convert specified projects into orders.

4. Partner Enablement

· Train System Integrators and partners on Enlite products, solutions and value proposition.

· Enable partners to independently identify, pitch and execute Enlite opportunities.

· Conduct regular product and technical training sessions.

· Provide partners with sales tools, presentations, case studies and technical material.

· Work with internal pre-sales and technical teams to support complex opportunities.

5. Regional Market Development

· Map the BMS and building automation market across West India.

· Identify key developers, consultants, contractors, System Integrators and upcoming projects.

· Develop a database of target accounts and projects.

· Track competitor activity, pricing, product positioning and market developments.

· Identify new verticals and geographies for Enlite expansion.

· Develop market-entry plans for underpenetrated cities.

6. Key Account Management

· Develop strategic relationships with key channel partners and customers.

· Identify large regional accounts and create account-specific growth plans.

· Drive repeat business and cross-selling opportunities.

· Build long-term relationships with decision-makers and influencers.

7. Sales Forecasting & Reporting

· Maintain an accurate regional sales pipeline.

· Provide weekly/monthly sales forecasts.

· Track opportunity stage, value, probability,



next action and expected closure date.

· Ensure every active project has a clearly defined next action and timeline.

· Review pipeline and partner performance regularly with management.

Key Performance Indicators (KPIs)

· Regional order booking

· Revenue achievement

· Qualified sales pipeline

· Channel-generated business

· New System Integrator appointments

· Active/productive channel partners

· Partner-wise revenue achievement

· New project opportunities generated

· Enlite specifications achieved

· Project conversion / win rate

· New customer acquisition

· Average order value

· Forecast accuracy

· Repeat business from existing partners

Candidate Profile

· 10–15 years of experience in BMS, Building Automation, HVAC Controls, ELV, Electrical Automation or a related industry.

· Experience in channel sales, project sales or a combination of both.

· Strong understanding of the BMS project ecosystem.

· Existing relationships with System Integrators, BMS Contractors, Consultants, PMCs and Developers will be an advantage.

· Proven track record of achieving sales targets.

· Strong channel-development and partner-management skills.

· Good commercial and negotiation skills.

· Ability to understand technical requirements and communicate solutions effectively.

· Solid presentation and interpersonal skills.

· Self-driven and comfortable working independently.

· Willingness to travel extensively across West India.

· Engineering degree/diploma in Electrical, Electronics, Instrumentation, Mechanical, Automation or a related field preferred.

Preferred Experience

· Candidates from companies operating in BMS, Building Automation, HVAC Controls, Industrial Automation, ELV or Smart Building solutions will be preferred.

· Experience with brands such as Schneider Electric, Honeywell, Siemens, Johnson Controls, Delta Controls, Distech Controls, Tridium/Niagara or similar building automation solutions will be an advantage.

📌 Regional Channel Sales Manager-West (Mumbai)
🏢 Enlite
📍 Mumbai