Senior Channel Sales Manager

Bear Systems · India

Senior Channel Sales Manager to own the broker and channel-partner engine for a fast-growing flex-workspace operator in Pune. This is a channel-first sales role: build a productive network of IPCs (International Property Consultants), DPCs (Domestic Property Consultants), real estate brokers and leasing consultants, and convert that network into a predictable, month-on-month flow of qualified mandates and closed revenue.

Key Responsibilities:

- Own ₹3.5–5 Cr of channel-sourced annual revenue (ARR) for the assigned city/cluster

- Deliver 2–3 channel closures per month at an average deal size of ₹15–25 Lakhs ARR

- Maintain 3x pipeline coverage on channel-sourced opportunities at all times

- Grow the onboarded partner base to 80–100 brokers, IPCs, DPCs and leasing consultants

- Drive 30–40 active partners (submitted at least one qualified lead in the trailing quarter)

- Build depth with the top 10–12 producing partners

- Run structured onboarding so new partners are pitching inventory within 30 days of signup

- Maintain 12–15 partner touchpoints per week, weighted toward in-person meetings, site walkthroughs and joint client visits

- Design and run broker engagement programs — meet-and-greets, centre showcases, incentive/slab schemes, co-marketing, quarterly deal reviews

- Lead proposal generation, commercial discussions and negotiation on channel-sourced deals

- Run a disciplined 45–60 day sales cycle from qualified lead to signed agreement

- Track competitor pricing, brokerage payout norms, new centre launches and occupancy movement

Requirements:

- 7+ years of B2B sales experience, with a minimum of 3–4 years in a channel, broker or partner-led sales role

- Background in coworking or managed offices, IPC/DPC brokerage, commercial leasing at a developer, or serviced offices

- An existing, working relationship set with brokers, IPCs, DPCs and leasing consultants in Pune — this is the core qualifier for the role

- Demonstrable history of carrying and delivering a revenue number, with specifics on deal sizes, cycle length and channel contribution

- Strong commercial grounding — lease structures, flex workspace commercial models, brokerage and payout mechanics

- Comfortable operating in the field for the majority of the working week

Good to Have:

- Experience opening a new city or micro-market for a flex or CRE brand

- Exposure to enterprise or GCC clients on larger seat counts

- Experience mentoring or managing junior sales talent

Interested candidates: apply via this posting, apply directly on the Bear Systems website, or send a direct message to Bear Systems with a short note on your fit and your Pune broker/channel network.