Job Description

:This is an Internal document. Job Title: Manager - Channel Development Location: Mumbai Department: Kotak 811 Job Purpose The Manager of Channel Development will lead the strategy, execution, and expansion of our partner channels. This role involves identifying new partner opportunities, nurturing existing relationships, and driving growth through channel partnerships. The Manager will work closely with sales, marketing, and product teams to ensure that the channel strategy aligns with business goals and maximizes revenue. Key Responsibilities Channel Strategy & Execution: Develop and implement strategic channel development plans that align with overall company objectives, including sales growth, market expansion, and brand visibility. Partner Identification & Recruitment: Lead efforts to identify, recruit, and onboard new channel partners, such as distributors, resellers, and solution providers. Manage the end-to end partner lifecycle from lead generation to contract negotiation. Partner Relationship Management: Build and maintain strong, long-term relationships with key partners to ensure high levels of engagement and performance. Act as the main point of contact for strategic partners. Sales Enablement & Support: Provide training, resources, and tools to empower partners to successfully sell and promote the company's products and services. Ensure partners have the knowledge needed to represent the brand effectively. Performance Monitoring & Reporting: Establish key performance indicators (KPIs) to track the success of channel partners. Analyze performance data and generate reports to share insights with leadership, recommending actions for improvement. Cross-functional Collaboration: Work closely with internal teams (Sales, Marketing, Product, and Customer Support) to ensure that partners are aligned with the company's goals and are equipped with the right materials, training, and support. Market Analysis & Feedback: Stay up to date with market trends and competitor activity to refine channel strategies. Collect feedback from partners to improve products, services, and channel support processes. Contract Negotiation & Deal Structuring: Lead negotiations for partner agreements, ensuring mutually beneficial terms and clear expectations for both parties. Qualifications This is an Internal document. Education: Bachelor's degree in Business, Marketing, Sales, or a related field. MBA or similar advanced degree is a plus. Experience: 5+ years of experience in channel development, partner management, or business development, ideally within [industry, e.g., technology, SaaS, manufacturing, etc.]. Proven experience in managing and growing partner ecosystems and sales channels. Skills: Strong strategic and analytical thinking with the ability to execute actionable plans. Excellent communication and interpersonal skills, with the ability to build rapport and influence at all levels. Negotiation expertise, particularly in channel agreements and partnerships. Familiarity with CRM systems (e.g., Salesforce) and channel management tools. Personal Traits: Self-starter with a results-driven mindset. Ability to manage multiple projects and priorities in a fast-paced environment. Team-oriented with a collaborative approach to problem-solving.

Kotak Mahindra Bank