Channel Manager - Energy Industries
At a glance
Mid-level Channel & Partnerships role at Abb. Bangalore · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Set and execute the India channel plan for Automation solution, service, and Digital applications
- Define partner targets for volume, margin, pricing, product mix, and market share
- Build partner business plans, review results, and maintain forecasts for the assigned channel
- Approve channel partners while running enablement, training, promotion, and development programs
- Coach the channel sales team and build relationships with partners, customers, and internal teams
What you bring
- At least ten years across commercial, sales, and channel management in adjacent industries
- At least five years managing Indian partners or system integrators for industrial automation
- A track record in channel management for automation and digital software
- An engineering degree in electrical, electronics, or mechatronics, with an MBA preferred
- Working knowledge of DCS, PLC, level-three digital applications, commercial terms, and risk mitigation
Who this fits
This role suits a senior channel leader who has managed Indian industrial automation partners and can lead a channel sales team. You’ll work in a hybrid model, report to the Regional Partner Business Director in Dubai, and collaborate with India’s Energy Industries business line, system integrators, customers, and global functions. Strong communication, presentation, influencing, problem-solving, and negotiation skills are important.
From the employer
At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.
This Position reports to:
Regional Partner Business Director - MEAYour 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.
#ABBCareers
#RunwithABB
#Runwhatrunstheworld
Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. We welcome people from all backgrounds and experiences.
Ready to make an impact? Apply today or visit www.abb.com to learn more about the impact of our solutions across the globe.
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View current job openings and apply at: https://careers.abb/global/en/home
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