Channel Manager - Energy Industries

Your role and responsibilities

In this role, you will have the opportunity to develop and maintain a highly effective sales channel strategy for a specified market (India) to improve ABB’s market penetration and achieve its growth aspirations. Each day, you will plan and ensure the execution of the business area/division sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by leading, developing, and coaching the related Channel Sales organization.

The work model for the role is: hybrid

This role is contributing to the Automation (Solution & Service) and Digital applications for India Cluster. The role is reporting to the Regional Partner Business Director – IMEA in Dubai. Main stakeholders are Regional Partner Business Director (IMEA), India Energy Industries business line, channel partners/system integrators, key customers, and ABB global functions (sales, marketing, finance, supply chain, and compliance).

You will be mainly accountable for:

• Defining, implementing & driving the India Cluster channel sales strategy aligned with overall sales and marketing goals

• Setting and tracking key performance targets including volume, margin, pricing, and product mix for channel partners

• Developing and executing business plans with regular performance reviews and forecasting

• Identifying, evaluating, and authorizing channel partners in coordination with sales management

• Driving partner enablement across pre-sales and post-sales activities to support execution excellence

• Managing channel communication, promotion, training, and development programs to strengthen partner capability

• Ensuring compliance with ABB policies, channel governance, ethics, safety, and regulatory requirements

• Monitoring risks related to contracts, pricing, and channel agreements to protect business performance and integrity

• Coaching, developing, and organizing the channel sales team while fostering cross-functional collaboration

• Building strategic relationships with key partners, customers, and internal stakeholders to support growth

You will join a dynamic, high-performing team, where you will be able to thrive.

Qualifications

• 10+ years of experience in commercial, sales and channel management in adjacent industries

• At least 5 years of directly managing Partners / System Integrators for Industrial Automation portfolio in India.

• Have a demonstrated track record in working in Channel Management business for Automation & Digital software

• Possess an enhanced knowledge of Process Control System (DCS/PLC) and level-3 Digital applications.

• Degree in Engineering in Electrical / Electronics / Mechatronics. Additionally MBA preferred.

• Team player with outstanding communication and presentation skills

• Knowledge of commercial, legal terms and risk mitigation.

• Strong influencing, problem-solving and negotiation skills with an entrepreneurial mindset

• Team player with outstanding communication and presentation skills

What's in it for you?

We give you the space and support to grow, and the chance to make a difference. Whether you're solving problems, building something new, or helping others succeed, your impact is real. You’ll be part of a team that values your voice and celebrates your progress.

Join us. Be part of the team where progress happens, industries transform, and your work shapes the world.

Run What Runs the World.

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