Channel Sales Manager – West Enterprise AIDC & Mobility Solutions

Job Description

Channel Sales Manager – West

Enterprise AIDC & Mobility Solutions

Company: TVS Electronics

Location: Mumbai, Maharashtra, India

Experience: 8–10 Years

Role Overview

TVS Electronics is looking for a highly capable techno-commercial professional to lead Enterprise AIDC and Mobility business across the West region. The role will be responsible for driving business through direct enterprise engagement, SI/ISV ecosystem development, strategic partner management, and solution-based consultative selling.

The ideal candidate should possess strong experience in enterprise mobility, warehousing, logistics, retail automation, and industrial AIDC solutions with the ability to work closely with System Integrators (SI), Independent Software Vendors (ISV), and large enterprise customers.

This role is positioned equivalent to a senior regional enterprise business owner with responsibilities spanning business development, solution consulting, partner enablement, and strategic account management.

Key Responsibilities

Enterprise Business Development

• Drive Enterprise AIDC and Mobility business growth across Maharashtra, Gujarat, Madhya Pradesh and Goa.
• Develop new opportunities in:
• Warehousing
• Logistics
• Retail
• Manufacturing
• Q-Commerce
• Transportation
• Field Mobility
• Own revenue pipeline and business closure for the assigned region.

ISV & SI Ecosystem Management

• Build and manage strategic relationships with:
• Warehouse Management ISVs
• Mobility application partners
• ERP partners
• System Integrators
• Automation solution providers
• Create joint go-to-market plans with ISVs and SIs.
• Identify integration opportunities for TVSE mobility and AIDC portfolio.

Enterprise Customer Engagement

• Engage directly with CXOs, IT Heads, SCM Heads, Operations Teams and Procurement stakeholders.
• Understand customer workflows and recommend suitable mobility and automation solutions.
• Drive consultative solution selling rather than transactional product selling.
• Conduct executive presentations, product demonstrations and business workshops.

Solution Consulting & Technical Coordination

• Work closely with OEMs and internal solution teams to design enterprise-grade solutions involving:
• Mobile Computers
• Barcode Scanners
• RFID
• Industrial Tablets
• Printers
• MDM Platforms
• Android Enterprise Devices
• Support RFPs, technical discussions and customer POCs.

Partner Development

• Recruit and develop enterprise-focused channel partners in West India.
• Conduct quarterly enablement sessions for partners and ISVs.
• Improve partner-led enterprise pipeline generation.

Market Expansion & Competitive Strategy

• Track competition including:
• Zebra Technologies
• Honeywell Productivity Solutions
• Datalogic
• Urovo
• Seuic
• iData
• Build replacement and competitive positioning strategies.
• Share market intelligence and customer insights with management.

Required Experience

• 8–10 years experience in:
• Enterprise AIDC
• Enterprise Mobility
• Industrial Automation
• IT Hardware Solutions
• Warehousing & Logistics Technology
• Strong exposure to enterprise sales and solution selling.
• Existing relationships with:
• ISVs
• SIs
• Enterprise accounts
• Logistics and retail customers
• Experience working with enterprise OEM ecosystems.

Preferred Skills

Technical

• Android Enterprise mobility
• RFID & barcode technologies
• Warehouse automation workflows
• MDM/EMM platforms
• Networking & deployment basics
• Solution architecture understanding

Functional

• Enterprise account management
• Consultative selling
• Strategic negotiations
• Partner management
• Presentation and communication
• Business forecasting and pipeline management

Key KPIs

• Regional Revenue Achievement
• SI/ISV Business Contribution
• Enterprise Customer Acquisition
• Pipeline Growth
• POC-to-Closure Conversion
• Strategic Account Penetration
• Partner Activation & Productivity

Preferred Candidate Profile

• Aggressive yet relationship-oriented professional
• Strong ownership mindset
• Ability to independently drive regional business
• Comfortable engaging with both technical and business stakeholders
• Strong market network in Mumbai and West India enterprise ecosystem
• Capable of handling high-value strategic opportunities