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This Position reports to:
Head of Sales - IndiaYour 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 (global/regional) 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: #Li_hybrid
This role is contributing to the B&R Automation in Pune/ Ahmedabad/ Mumbai/ Bangalore, India.Drive a partner‑first go‑to‑market strategy by closing partner gaps, expanding partner bandwidth, and executing a structured roadmap—from recruitment to onboarding and long‑term partner growth.Evaluate and recruit technical distributors, product distributors, and system integrators based on business needs and market potential.Develop the industry‑wise verticalization roadmap, aligning partners to domains where they have the strongest expertise and growth potential.Collaborate closely with Sales, Commercial Operations, and Automation Engineering teams to develop and scale partner capabilities.Build strategic alliances with OEMs and start-ups to deliver state‑of‑the‑art solutions leveraging Vision, IPC, and Mechatronics portfolios.Lead partner development initiatives such as workshops, competency building, certifications, and business reviews, while ensuring alignment with Global Channel Management for joint GTM plans and strategic promotions.Qualifications of the role10+ years of experience in channel management, partner ecosystem development, or distribution leadership—preferably within Automation, Motion, or Vision‑based solution environments.Proven ability to develop and execute large‑scale partner ecosystem strategies across India and Southeast Asia, identifying market gaps, industry opportunities, and growth segments aligned with Machine Automation strategy.Demonstrated experience in driving channel sales targets, forecasting, and managing high‑performing partner networks (VPPs) to achieve business outcomes.Strong expertise in OEM ecosystem creation, particularly for Mechatronics portfolios and solution‑based partnerships.Hands‑on experience expanding partner go‑to‑market capability, leading partner recruitment, onboarding, competency building, and development roadmaps.Ability to evaluate and onboard technical distributors, product distributors, and system integrators as per business needs and strategic direction.Proven collaboration skills working with Sales, Commercial Operations, and Automation Engineering teams to scale partner performance and capability.Experience forming strategic alliances with OEMs and start‑ups, and driving partner programs including workshops, certifications, business reviews, and joint GTM initiatives aligned with global channel management.
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