Head of Sales and Channel

Job Description

The Head of Sales and Channel drives the sales strategy and overseeing channel activities in the Asia region. You will achieve and exceed sales targets, optimize the channel ecosystem, and effectively manage a team of Channel Managers and Digital Sales Executives based in Sri Lanka and India. You will develop and execute the go-to-market (GTM) strategy, manage partner relationships, and manage a team to ensure that sales activities and forecasts are aligned with business goals.

Key Responsibilities:

• Sales Strategy & GTM Execution: Design, implement, and manage a comprehensive sales strategy and GTM plan across the region. Ensure alignment of the sales strategy with overall company objectives and regional market conditions.
• Team Building & Leadership: Hire, guide, mentor, and motivate a high-performing team of Channel Managers and Digital Sales Executives in Sri Lanka and India to achieve revenue and growth targets.
• Sales Forecasting & Reporting: Provide accurate sales forecasting, analysis, and regular updates to senior management. Monitor and track sales activities to ensure goals are met.
• Partner & Channel Management: Build and nurture relationships with key channel partners and resellers. Develop and execute plans to expand the partner ecosystem and drive partner-managed sales activities.
• Sales Enablement & Training: Ensure that the sales team is equipped with the necessary tools, training, and resources to succeed in driving sales and channel growth. Oversee enablement programs for partners and internal teams.
• New Business Development: Work closely with partners to identify new business opportunities and expand the customer base. Assist partners in developing IFS delivery and solution practices to enhance regional sales efforts.
• Market Insights & Competitive Analysis: Continuously evaluate market trends, customer needs, and competitive activity. Provide strategic recommendations to drive growth and innovation.

Qualifications

Qualifications:

• Education: University qualification in a related discipline (Business, Technology, or similar).
• Expertise: Proven ability in sales, channel management, and business development, with a strong track record in leading teams and achieving sales targets in the Asia region.
• Sales Expertise: Strong background in managing complex sales cycles, including channel sales and partner-driven growth.
• Regional Knowledge: Expertise working in Sri Lanka, India, and/or broader Asia markets. Fluency in English, additional regional language skills (Sinhala, Tamil, Hindi, etc.) would be beneficial.
• Leadership Skills: Demonstrated ability to guide and develop teams, manage cross-functional relationships, and influence stakeholders at all levels.
• Business Acumen: Strong commercial awareness with the ability to drive sales, forecast performance, and develop effective sales strategies.
• Technical Proficiency: A solid understanding of software solutions, particularly in enterprise technology (ERP, CRM, cloud-based services, etc.), and the ability to communicate technical concepts to diverse stakeholders.
• Communication Skills: Excellent presentation, negotiation, and communication skills. Comfortable engaging with senior executives (CXOs) and partners.
• Travel: Some travel within the region is expected.

Additional Information

Key Competencies:

• Sales Excellence: Ability to drive sales independently and through partners. Focus on new business generation, pipeline development, and achieving sales quotas.
• Channel Development: Expertise in recruiting, developing, and managing partner relationships to maximize revenue opportunities.
• Collaboration & Teamwork: Strong interpersonal skills and the ability to work effectively across teams and functions, fostering a collaborative work environment.
• Customer Orientation: Strong focus on customer satisfaction, understanding their business needs, and aligning them with IFS products and solutions.
• Proactive & Results-Oriented: Ability to take initiative, solve creatively, and deliver results while maintaining a positive and can-do attitude.

What We Offer:

• A dynamic and collaborative work environment with opportunities for career growth and advancement.
• Competitive salary and performance-based incentives.
• Opportunity to lead a talented team and influence the company’s growth in a critical region.