Hi, I’m
Arun V.S
Channel Sales Manager
Chennai
Summary
Accomplished Business Development professional boasting a distinguished track record of over 10 years within the information technology and services industry. Adept in negotiation, market research, Customer Relationship Management (CRM), channel sales, management, and Microsoft Excel. Demonstrates strong acumen in business development and holds a Bachelor of Commerce (B.Com.) with a specialized focus on Business/Commerce and CORPORATE SECRETARYSHIP from D.G. Vaishnav College. Known for a commitment to excellence and possesses a profound understanding of channel sales and Revenue Operations (RevOps) practices.
Overview
8
years of professional experience
4
years of post-secondary education
Work History
HappyFox
Manager- partnerships
06.2023 - Current
Job overview
- Driving new channel partnerships and collaborating on joint business plans are core responsibilities, with a focus on Revenue Operations (RevOps) related tasks
- This role actively facilitates seamless onboarding for new channel partners, delivering comprehensive training on HappyFox products
- As a liaison between the company and partners, it supports them in achieving sales targets
- Incorporating RevOps principles, the role analyzes partner performance metrics to optimize sales and revenue
- It involves negotiating contractual agreements, ensuring strict compliance, and resolving challenges promptly
- Market insights are provided to channel partners for strategic decision-making
- Collaboration with internal teams aligns channel partner strategies with company goals
- The role updates training materials, ensures partner resources, and generates reports for senior management
- With a focus on RevOps, this position contributes to annual channel partner plans, sales forecasting, and target setting
- In essence, it integrates RevOps principles into channel partner management, aligning with overall company objectives for business success.
Keka HR
Manager- Partnerships
12.2022 - 07.2023
Job overview
- Recruit and onboard new qualifying partners while fostering productive relationships with key personnel in assigned partner accounts/territories
- Coordinate the collaboration of various resources to meet partner performance objectives and expectations, including support, service, and management teams
- Achieve targets for profitable sales volume and strategic objectives within assigned partner accounts
- Lead joint partner planning processes to establish mutual performance objectives, financial targets, and critical milestones for a successful partner relationship
- Continuously assess, clarify, and validate partner needs, engaging in ongoing communication
- Collaborate with partner sales resources to sell through partner organizations to end-users
- Manage potential channel conflict both internally and externally, ensuring strict adherence to channel Rules of Engagement (ROE)
- Take the lead in solution development efforts that align with end-user needs, coordinating the involvement of company and partner personnel
- Ensure partner compliance with agreements and drive the adoption of company programs among assigned partners.
Chargebee
Manager - Lead Development Team (Market research)
04.2022 - 12.2022
Job overview
- Facilitate collaboration between Market Research and Business Analytics to synthesize internal database information, demonstrating a commitment to high-quality, cost-effective, and timely research
- Conduct market segmentation research and formulate customer engagement strategies
- Additionally, the role involves actively managing Top of Funnel (ToFu) Inbound and Outbound Lead Enrichment through the Lead Development Representative (LDR) team
- Engage the team in identifying Ideal Customer Profiles (ICPs) and building contacts for Sales Development Representatives (SDRs), Business Development Representatives (BDRs), and Account Executives (AEs) to facilitate outreach
- Enable the Senior LDR team to effectively handle live chats from the website, delegating tasks to LDR leads and enhancing overall process efficiency
- This position requires the establishment, tracking, and reporting of Key Performance Indicators (KPIs), Key Result Areas (KRAs), and key metrics
- It encompasses overseeing sales, marketing, and business development goals
- Furthermore, the role involves setting a compensation structure for the team
- In essence, the position serves as a crucial link between various departments, ensuring seamless coordination and optimization of processes, with a particular focus on Revenue Operations (RevOps) related responsibilities.
Kissflow
Senior Channel Sales Manager - US | Canada
04.2021 - 12.2021
Job overview
- Lead a joint partner business plan that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- New customer acquisition targets through channel partners
- Establish productive, professional relationships with key personnel in assigned partner accounts
- Assign targets for profitable sales volume and strategic objectives in associated partner accounts
- Identify new opportunities in industry verticals and drive expansion
- Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
- Manage potential channel conflicts with competitor sales channels by fostering excellent communication and strict adherence to rules of channel engagement at the same time
- Proactively assess, clarify and fulfill partner needs on an ongoing basis
- Maintain PRM
- Ensure forecast accuracy by managing sales pipeline
- Articulate a clear vision and set overall strategy & goals for channel partners.
Zoho
Regional Channel Manager
01.2018 - 04.2021
Job overview
- Manage new and existing channel partners to increase product sales
- Build positive working relationship with partners to ensure smooth partner services
- Identify, recruit and on-board new channel partners to build business
- Coordinate with partners to identify new business opportunities for revenue generation
- Educate partners on product portfolio and complimentary services offered
- Work with partners to conduct product presentations to end users
- Provide proposals, quotations and pricings to partners
- Analyze sales contracts with respect to legal and financial perspectives
- Develop profitable business model based on market trends and competitor activity
- Implement sales programs for product positioning and promotions
- Ensure that partners are up-to-date with product information
- Introduce new products and its features to partners
- Conduct business review with partners and recommend improvements.
Zoho
Business Development
09.2015 - 01.2018
Job overview
- Working Closely with the Channel partners of Zoho to boost software sales
- Working on cloud softwares, reports and following up on revenue generation by partners
- Understanding integrations of third party apps
- Monitoring partner activities, Creating marketing materials for channel partners
- Identifying new partners across the Globe
- Co-ordinating with internal teams for setting up partner events
- Complete support for global regions, channel partners.
Education
Dwaraka Doss Goverdhan Doss Vaishnav College
Bachelor of Commerce - BCom from Banking, Corporate, Finance, and Securities Law
03.2005 - 03.2008
Leo Matriculation Higher Secondary School
Business/Commerce from General
03.2004 - 03.2005
Skills
Market PlanningEventsEvent ManagementEmail MarketingDigital MarketingCampaignsBusiness Relationship ManagementCustomer ServiceCRMMicrosoft Office
Websites
Timeline
Manager- partnerships
HappyFox
06.2023 - Current
Manager- Partnerships
Keka HR
12.2022 - 07.2023
Manager - Lead Development Team (Market research)
Chargebee
04.2022 - 12.2022
Senior Channel Sales Manager - US | Canada
Kissflow
04.2021 - 12.2021
Regional Channel Manager
Zoho
01.2018 - 04.2021
Business Development
Zoho
09.2015 - 01.2018
Dwaraka Doss Goverdhan Doss Vaishnav College
Bachelor of Commerce - BCom from Banking, Corporate, Finance, and Securities Law
03.2005 - 03.2008
Leo Matriculation Higher Secondary School
Business/Commerce from General
03.2004 - 03.2005