Channel Sales Manager

The Key Account Manager (KAM) will serve as the primary liaison between upGrad and its premium channel partners. The KAM will be responsible for driving revenue, ensuring seamless operational collaboration, and optimizing partner performance to achieve mutual growth. This role requires a proactive individual capable of managing relationships, training partner counselors, and ensuring alignment with upGrad's goals

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Key Responsibilities:

1. Lead Management:
• Work closely with channel partners to ensure the required number of leads are generated for the counselors.
• Track and analyze lead quality and conversion rates to optimize performance.
2. Counselor Training and Performance:
• Train channel partner counselors on upGrad's product offerings, ensuring they have in-depth knowledge to deliver accurate and impactful counseling sessions.
• Monitor the daily performance of partner counselors to ensure the required number of counseling sessions are conducted effectively.
3. Revenue Generation:
• Develop and implement strategies to achieve revenue targets through channel partners.
• Identify opportunities for upselling and cross-selling within the partners customer base.
4. ARPU Management:
• Monitor and manage Average Revenue Per User (ARPU) to ensure profitability and alignment with business objectives.
5. Productivity Optimization:
• Oversee the productivity of the companys senior counselors stationed at the partner location.
• Collaborate with internal teams to provide necessary support and resources for enhanced counselor performance.
6. Relationship Management:
• Build and maintain strong, collaborative relationships with channel partners to foster trust and long-term partnerships.
• Address partner queries and concerns promptly, ensuring smooth operations.

Qualifications and Skills:

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field (MBA preferred).
• 3-5 years of experience in key account management, channel sales, or partnership management.
• Strong understanding of sales processes and lead generation strategies.
• Excellent communication and interpersonal skills.
• Proficient in training and mentoring teams for improved performance.
• Results-driven with the ability to meet and exceed revenue targets.
• Strong analytical skills to monitor ARPU and productivity metrics effectively.

Key Competencies:

• Proactive problem-solving approach.
• Ability to work independently and collaboratively with cross-functional teams.
• High adaptability to a dynamic and fast-paced work environment.
• Strong negotiation and relationship-building skills.

Relationship Manager

The Channel Partner Regional Manager will be responsible for developing and managing relationships with channel partners to drive revenue growth and expand our market reach.
Responsibilities:
* Develop and execute a strategic channel partner sales plan to achieve revenue targets and business objectives.
* Identify and recruit new channel partners, including educational institutions, Educational
Consultants ,corporate training providers and industry associations.
* Onboard new channel partners & Build strong relationships with existing channel partners, providing support, training, and resources to maximize sales opportunities.
* Collaborate with cross-functional teams, including marketing, product, and operations, to ensure alignment and support channel partner initiatives.
* Conduct regular performance reviews and provide feedback to channel partners to drive continuous improvement and accountability.
* Monitor market trends, competitor activities, and customer feedback to identify opportunities for partnership expansion and innovation.

Preference to given to candidate with experience from competitors like Manipal, College Duniya, Verandah, Scaler, Great Lakes, Amity