Channel Manager - Middle East & India

Role overview

What you'll be doing

• Develop and execute strategic growth plans for focus countries across the Middle East and India.
• Identify, develop, and convert new business opportunities to drive revenue and profitability.
• Build specification pipelines with project stakeholders and develop long-term relationships with key accounts.
• Identify customer growth and upselling opportunities and act as a trusted strategic partner.
• Evaluate and strengthen the existing partner network and develop new strategic partners.
• Create partner growth plans and support bids and conversions for high-value projects.
• Drive project conversion with commercial, solution, and cross-functional teams.
• Promote adoption of new Helvar solutions across focus market segments.
• Coordinate with Solutions, Product, Marketing, Supply Chain, Service, and Support teams.
• Develop marketing activities, industry events, thought leadership, and customer engagement initiatives.
• Deliver sales and solution training to partners and key stakeholders.
• Analyze sales performance, pipelines, forecasts, market trends, and account development.

Preferred capabilities

• Strategic business growth planning and commercial business development capability.
• Relationship management and influence with senior decision-makers, developers, consultants, and partners.
• Strong verbal, written, presentation, negotiation, and commercial skills.
• Technical and solution understanding across project sales and smart-building environments.
• Cross-functional collaboration and the ability to influence without direct authority.
• Cultural awareness and the ability to work across diverse Middle East and India markets.
• Proficiency in Salesforce and CRM tools for opportunity, pipeline, forecasting, and account management.
• Understanding of specification-led sales, partner management, key account management, and project-based business development.

Why you'll love Helvar

• Helvar offers online learning opportunities and internal mobility to support employee growth.
• The culture emphasizes autonomy, trust, work-life balance, and a supportive collaborative environment.
• Employees receive wellbeing support including an annual Wellbeing Day and weekly Empower Hour.
• Helvar is a stable, family-owned Finnish company with more than 100 years of history and international growth.

About Helvar

Application information

• Applications are accepted through the Helvar careers site during the stated application period, with interviews conducted continuously until the role is filled.

Requirements

• Ability to develop and execute strategic business growth plans aligned with regional and company objectives.
• Strong commercial and business development capability, including identifying, developing, and converting growth opportunities.
• Ability to analyze market trends, sales data, pipelines, and customer needs for commercial decisions.
• Strong relationship management and interpersonal skills with senior decision-makers, developers, consultants, and partners.
• Excellent verbal, written, and presentation skills for technical and commercial audiences.
• Strong negotiation and commercial skills, including pricing and project negotiations.
• Credible technical and solution understanding in project sales and smart-building environments.
• Strong proficiency in Salesforce and CRM tools for opportunities, pipelines, sales activities, forecasting, and account development.
• Understanding of specification-led sales, partner management, key account management, and project-based business development.
• Ability to work across diverse Middle East and India markets and collaborate across functions without direct authority.
• Ability to support customers, partners, and business growth by leveraging regional and global expertise.