- Develop and manage a robust and creative channel strategy for India
- Develop and drive engagement through successful relationships with key channel partners at senior management level
- Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews
- Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement
- Set and drive Channel best practice and facilitate its deployment across India, remaining sensitive to local specifics
- Drive strategies to reduce friction in the India sales channel and increase the ease of doing business
- Enable the partner community to sell Thales solutions from the entire CPL portfolio, with a focus on incremental business and service delivery
- Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy
- Play a leading role in the design optimization and implementation of the Partner Program across India
- Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.
- Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral
- Present India Sales Channel performance and business results through regular communication, forecasts, agendas, and reports Minimum Requirements:
- Experience of developing and presenting channel strategies across India
- Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations
- Strong business planning skills and proven ability to execute and deliver a defined plan
- Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose
- Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues
- Extensive Channel Management experience with a proven track record of success
- Passion, commitment and drive for success; experience working across matrix managed teams and organizations
- 5 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company
- Ability to engage with all levels of a partner organization
- Results oriented and effective in customer situations comprising senior level management
- Must demonstrate both personal integrity and the ability to exercise good judgment
- Ability to perform job functions independently with limited supervision
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