HostBook - Regional Manager - Cloud ERP Sales & Partner Relationship Management (10-15 yrs)

Company: HostBooks Limited.

Designation: Regional Manager Cloud ERP Sales & Partner Relationship Management.

Base Location: Bangalore.

Experience & Qualifications:

- Experience: Minimum 10-15 years in ERP sales, with at least 5 years in a leadership role.

- Education: MBA in Sales/Marketing or equivalent (preferred).

- Industry Knowledge: Experience in industries such as manufacturing, retail, hospitality, or HORECA.

Reports To: Chief Sales Officer/Chief Business Officer.

Key Objectives:

- Drive regional revenue growth for Cloud ERP solutions by spearheading direct sales efforts and managing partner relationships.

- Establish and maintain strong partnerships with channel partners, resellers, and key stakeholders.

- Develop strategic initiatives to expand market penetration and strengthen customer and partner satisfaction.

Roles & Responsibilities:

Sales Leadership:

- Develop and implement regional sales strategies aligned with organizational goals.

- Achieve or exceed revenue and profitability targets for Cloud ERP solutions in the assigned region.

- Conduct market analysis to identify growth opportunities and refine sales pitches.

- Lead large-scale deals involving enterprise customers, ensuring a consultative sales approach.

Partner Relationship Management:

- Identify, onboard, and nurture channel partners and resellers to expand the ERP footprint.

- Manage partner portfolios by building long-term relationships based on trust and mutual success.

- Collaborate with partners to conduct joint sales campaigns, events, and training programs.

- Resolve partner conflicts and manage performance evaluations for continuous improvement.

Strategic Planning:

- Conduct regional market research to identify new opportunities and competitive trends.

- Define the roadmap for sales channels, including partner incentives and engagement strategies.

- Develop action plans for underperforming markets and monitor execution rigorously.

- Work closely with marketing teams to drive region-specific campaigns and lead-generation activities.

Team Management & Development:

- Build and lead a high-performing regional sales team, focusing on recruitment, training, and mentorship.

- Provide regular coaching to improve negotiation skills and consultative selling approaches.

- Conduct quarterly business reviews (QBRs) with the team to evaluate performance.

Customer Success:

- Act as an escalation point for regional customers, ensuring seamless resolution of issues.

- Collaborate with implementation and support teams to ensure successful customer onboarding.

- Develop customer advocacy programs to leverage testimonials and case studies for sales growth.

Cross-Functional Collaboration:

- Coordinate with product teams to provide market feedback and influence the product roadmap.

- Align closely with finance teams for partner commission processing and pricing strategies.

- Work with operations teams to streamline sales and post-sales processes.

Key Skills & Competencies:

- Sales Expertise: Proven experience in direct and channel sales for Cloud ERP or similar solutions.

- Strategic Thinking: Ability to develop long-term plans and translate them into actionable strategies.

- Leadership: Strong capability to inspire, mentor, and drive results in diverse teams.

- Relationship Management: Exceptional interpersonal skills for fostering partner and client relationships.

- Tech-Savviness: Deep understanding of Cloud ERP functionalities, SaaS models, and industry use cases.

- Negotiation Skills: Expertise in deal structuring, contract negotiations, and closing high-ticket sales.

- Data-Driven Decision Making: Proficiency in analyzing sales data and market trends.

KPIs:

- Regional revenue growth and sales target achievement.

- Partner acquisition and retention metrics.

- Customer satisfaction and Net Promoter Score (NPS).

- Market share expansion and new account wins.

- Performance and development of the regional sales team.