The role of a Channel Business Manager (CBM) for overseas partners involves managing and developing
relationships with partners to drive business growth and achieve mutual success. This role typically
involves working closely with resellers, distributors, value-added partners, and other channel entities to
maximize revenue and market reach. Below is a general outline of the process for a Channel Business
Manager working with global partners.
Key Responsibilities:
Product overview:
- B2B IT Solutions ( HPE/ server /storage / compute B2B ) networking, Post warranty / professional services / HPE Education / Alcatel/Avaya / Hitachi / juniper / SE/ APC UPS / Eton UPS/ ERP / VAPT ..etc
Partner Relationship Management:
- Develop and nurture strong relationships with global partners, including resellers, distributors, and value-added partners. / Trading model
- Act as the primary point of contact for partner inquiries, concerns, and collaboration.
Partner Strategy and Planning:
- Collaborate with partners to develop joint business plans and strategies that align with the company’s overall goals and market opportunities.
- Identify target markets, customer segments, and growth opportunities.
Sales Enablement:
- Provide partners with comprehensive training on the company’s products, services, and solutions to enable effective sales.
- Assist partners in building their sales strategies, addressing objections, and positioning offerings to customers.
Pipeline Management:
- Work closely with partners to manage sales pipelines, forecasting, and deal tracking.
- Provide support in closing deals and resolving any issues that arise during the sales process.
Performance Tracking and Analysis:
- Monitor partner performance against set targets and KPIs, such as sales revenue, market share, and customer acquisition.
- Analyze sales data and market trends to identify growth opportunities and areas for improvement.
Market and Competitor Analysis:
- Stay informed about industry trends, competitive landscape, and emerging technologies.
- Share insights with partners to help them make informed business decisions.
Contract and Agreement Management:
- Collaborate with legal teams to ensure partner agreements, contracts, and terms are well-defined and aligned with company policies.
- Manage contract renewals and negotiations.
Quarterly Business Reviews (QBRs):
- Conduct regular QBRs with key partners to review progress, discuss achievements, and align strategies for future growth.
Travel and Engagement:
- Depending on the company’s structure and partner locations, some travel may be required to meet partners in person, attend industry events, and strengthen relationships.
Qualification:
Minimum Qualifications/education
● Bachelor’s degree – B.Tech / BE
● Master’s degree – MBA / PGDM / Technical skills certification
Minimum experience: 3-5 years
Skills: Good communication / Multitasking / Data-management / Technical-savviness /computer
proficiency