National Head - Partner and Reseller Channel

Company Description

Justdial Limited is India's leading local search and digital business discovery platform, founded in 1996 and headquartered in Mumbai. The company connects millions of users with businesses across categories such as restaurants, healthcare, education, travel, home services, and more through its website, mobile application, and voice-based search services. A subsidiary of Reliance Retail Ventures Limited since 2021, Justdial operates across major cities in India and employs approximately 13,000 people. With a strong digital presence and an extensive business database, the company continues to help consumers find reliable local businesses while enabling enterprises to expand their reach through digital marketing and lead generation solutions. For more information about the company, you can visit the About Us page of our website www.justdial.com

Role Description

This leader builds JUST DIAL's commission-based partner network into a pay-on-success channel that sells JUST DIAL's full product range.

Title - National Head, Partner and Reseller Channel

Reports to - Chief Revenue Officer, JUST DIAL Core

Level - Senior leadership (VP / AVP equivalent)

Team - 4 zonal partner heads (N, S, E, W), partner onboarding and enablement, partner operations

Works closely with - Revenue Operations and Pricing, Sales Technology (partner app), field and inside sales heads

Roles and responsibilities

1. Channel strategy and design

• Define partner types and tiers: resellers (agencies, distributors), freelance agents, and referral partners such as CA firms, POS/billing vendors and trade associations.

2. Set coverage by city and pin-code, prioritizing target towns

3. Partner recruitment and onboarding

• Grow the network to deliver AOP target
• Run partner selection, contracts, KYC and a 2–3 week onboarding (including Training) with certification.

4. Productivity and enablement

• Build training, pitch kits, demo scripts and lead-sharing so partners sell across the ladder, from JUST DIAL Verified core package.
• Run monthly partner reviews; weed out inactive partners each quarter.

5. Commercials and governance

• With Revenue Ops, own partner commission slabs, payout timelines and claw-backs on refunds or non-renewals.
• Enforce lead-ownership and pricing rules so partners never undercut or clash with the field force or tele-sales.
• Audit for mis-selling, fake sign-ups and data misuse; act fast on violations.

6. Ladder progression

• Raise partner AVPC by moving partners from entry products to core packages; agree with Revenue Ops which merchants partners own versus the field force so the two do not clash.

7. Partner technology

• Act as business owner of the partner app and portal (onboarding, lead logging, payouts, dashboards) with Sales Technology.

8. Team leadership

• Appoint and lead 11 Branch Partner heads plus enablement and operations teams.
• Work with HR to redeploy suitable field staff into partner-manager roles.

9. Reporting

• Weekly channel dashboard to the CRO; quarterly business review on channel economics against field and telesales.

Skills and experience

Must have

• 15–20 years in sales, with at least 5 years leading a national or multi-state indirect channel.

• Built or scaled a partner, reseller, agent or distributor network of 1,000+ partners, selling to small businesses or retail customers.

• Designed commission slabs, payout rules and clawbacks; understands channel unit economics and cost per acquisition.

• Managed channel conflict between direct sales and partners.

• Comfortable running the channel on data: CRM, partner dashboards, cohort and productivity analysis.

• Led managers across zones; hired and built teams from a small base.

Good to have

• Experience in tier 2–4 markets and with gig or freelance sales models.

• Has launched a partner app or portal with a tech team.

• Exposure to selling SaaS or digital subscriptions to SMBs, not only physical products.

• MBA or equivalent; fluent Hindi and English, plus a regional language.

Behaviours we are hiring for

• Builder mindset: comfortable with ambiguity and a small starting base.

• High integrity, given the risk of mis-selling through third parties.

• Partner-first: treats partners as a business to grow, not a cost line.

Location and travel

Based at JUST DIAL's head office in Noida, close to the CRO. Expect 40–50% travel to Branches and partner towns.

Please contact [Confidential Information] if you encounter any difficulties while submitting your application.