The Role
Leads channel development and revenue growth across target geographies by identifying, onboarding, and scaling partners. Manages channel sales teams, establishes partner KPIs, improves lead distribution and CRM adoption, and drives pipeline visibility and conversion. Collaborates with marketing, field sales, and operations teams while implementing partner programs, incentives, dashboards, automation, and process improvements to expand market reach and increase channel productivity.
Summary Generated by Built In
About SolarSquare:
At SolarSquare we are building the Home-Energy brand of future India. We help homes switch to rooftop solar and move away from traditional coal electricity. We are a full-stack D2C residential solar brand - designing, installing, maintaining (after-sales) and financing solar systems for home-owners across India.
In 3 years we have scaled to become the leading residential solar brand in India. We are obsessed with quality, customer service and innovating to make it simple for homes to switch to solar. We are looking for leaders to join us in this mission.
Know us a bit better through these links:
Techcrunch SolarSquare article
Elevation - Podcast with SolarSquare Founders
Startup by IIT Grads Helps Indian Homes Run on Zero Electricity, Earns Rs 200 Crore in Revenues
The Climate Conversations ft Solar Square
Elevation Capital - SolarSquareKey ResponsibilitiesChannel Development & Revenue Growth- Identify, onboard, and scale high-quality channel partners across target geographies
- Develop and execute channel sales strategies to drive consistent revenue growth
- Build strong partner pipelines to ensure steady deal flow and market expansion
- Track and drive partner-wise revenue targets and overall channel contribution
- Manage, mentor, and guide Channel Sales Managers and Executives
- Establish clear KPIs for partners including lead generation, conversion, and revenue
- Monitor partner performance and implement corrective actions to improve productivity
- Ensure strong engagement and retention of high-performing partners
- Streamline partner onboarding, training, and activation processes
- Ensure effective lead distribution, tracking, and closure through channel partners
- Drive CRM adoption and ensure accurate pipeline visibility across partners
- Improve turnaround time from lead to closure through structured processes
- Work closely with marketing teams to generate partner-led demand and campaigns
- Collaborate with field sales and operations teams to ensure seamless execution
- Act as a bridge between internal teams and external partners to resolve challenges
- Identify gaps in the channel sales funnel and implement scalable solutions
- Introduce automation, reporting frameworks, and dashboards for better decision-making
- Lead strategic initiatives such as new partner programs, incentives, and expansion models
- Continuously refine training modules to improve partner capability and sales effectiveness
- 7+ years of experience in channel sales, business development, or indirect sales
- Minimum 3+ years of experience in managing teams and partner ecosystems
- Proven track record of driving revenue through channel partnerships
- Strong analytical and problem-solving skills with a data-driven mindset
- Experience working in high-growth startups or fast-paced environments preferred
- Hands-on experience with CRM tools and partner management systems
- Excellent communication, negotiation, and stakeholder management skills
Skills Required
- 7+ years of experience in channel sales, business development, or indirect sales
- At least 3 years of experience managing teams and partner ecosystems
- Proven track record of driving revenue through channel partnerships
- Strong analytical and problem-solving skills with a data-driven mindset
- Experience working in high-growth startups or fast-paced environments
- Hands-on experience with CRM tools and partner management systems
- Excellent communication, negotiation, and stakeholder management skills
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The Company
What We Do
SolarSquare is India's most trusted and fastest growing residential solar company. We bring trust, transparency, financing and best-in-class after sales service to every home owner looking to go solar. Our aim is to become India's #1 rooftop solar brand and empower 100k homes to go solar by 2024.
