Channel marketing & Systems Engineer
On-sitePune, Maharashtra, India
Job Summary
Lead end-to-end channel partner lifecycle management, from scouting and onboarding to enablement, performance tracking, and offboarding. Own the Channel Plan, including segmentation, tiering, budgeting, and KPI monitoring for revenue, growth, and service levels. Serve as the single point of contact for partners, negotiating contracts, conducting Quarterly Business Reviews, and resolving escalations. Drive digital adoption by training partners on e-commerce portals and online ordering systems. Build and coordinate training plans for commercial and technical topics, while developing sales toolkits and acting as a technical escalation point. Analyze market insights, competitor activity, and pricing margins to translate data into actionable growth recommendations. Capture partner and end-customer feedback to influence product, pricing, and service-level decisions. Coordinate cross-business unit collaboration to align terms and pursue cross-selling opportunities. Ensure compliance with business principles and maintain high-quality CRM and partner master data.
Required Qualifications
- Bachelor's degree in Mechanical, Chemical, or Industrial Engineering
- MBA in Sales/Marketing
- Years of experience in channel/distributor sales, technical sales, or business development in an industrial B2B environment
- Proven track record of growing sales through indirect/partner channels
- Experience with distributors, dealers, system integrators, or OEM partners
- Fluent in English
- Local language proficiency
- Willingness to travel 30–50% within the assigned territory
Desired Qualifications
- Advanced Excel (pivot tables, lookups, Power Query, modelling, dashboards)
- Power BI
- Understanding of supply chain flows, order-to-cash, and business process logic
- B2B channel marketing, campaigns, events, digital demand generation
- Partner portals, online ordering, digital adoption
- Mechanical/thermal/process equipment knowledge
- Ability to hold technical conversations
- Commercial acumen, negotiation, value selling, pricing, contract management
- CRM, ERP, partner portals
- Strong relationship building and influencing skills across cultures and organizations
- Structured, process-oriented, and strong ownership mindset
- Excellent communication, presentation, and training skills
- Analytical and fact-based decision making
- Collaborative team player in a matrix organization
- Resilient and comfortable with change and ambiguity
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