Zonal Head – Channel Sales - Building

Job Description: * Maximizes revenues from sales of the organization's products and/or services through a base of reseller partners such as dealers, value-added resellers (VARs), distributors or retailers. Locates, evaluates and recruits potential distribution partners. * Supports partners throughout the sales process in all sales-oriented activities, such as marketing, advertising, sales promotions and training, to achieve revenue targets. Generates additional pull by promoting the solutions at end-user level. * Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus. * Is recognized as an expert in own area within the organization. * Has specialized depth and/or breadth of expertise in own discipline or function. * Interprets internal or external issues and recommends solutions/best practices. * Solves complex problems; takes a broad perspective to identify solutions. * Lead functional teams or projects. * Works independently, with guidance in only the most complex situations. * Trains/mentors junior staff. Progression to this level is typically restricted based on business requirement * Responsible for the recruitment, direction, organisation, performance appraisal, control and motivation of sales team to accomplish specific sales objectives * Educate and train sales team (self + through corporate sales training) in the areas of account sales and growth, selling & communication skills, presentation skills, competition tracking and business/financial matters on contracts/ invoicing etc.