Channel Account Manager (Multiple PAN India)

About the Role

We are looking for a high-impact Channel Account Manager to accelerate TFGs growth and market visibility across Tier 1 cities in India. The role owns partner-led revenue OEM alignment demand generation and enterprise opportunity development across cybersecurity networking cloud and infrastructure solutions. The ideal candidate has strong IT distribution experience proven channel relationships and the ability to convert partner engagement into measurable pipeline and business outcomes.

Key Responsibilities

Partner Growth & Market Coverage

Build manage and activate TFGs partner ecosystem across system integrators VARs resellers and strategic partners.

Identify onboard and enable partners that expand TFGs reach in target territories and customer segments.

Drive joint business plans partner reviews pipeline creation and opportunity conversion.

Improve TFG visibility through partner events campaigns trainings and field engagement.

Sales Ownership & Business Growth

Own assigned revenue gross profit Collection pipeline and market development targets.

Develop opportunities across cybersecurity networking cloud infrastructure and enterprise technology solutions.

Work with partners and internal teams on proposals deal registration closure order processing and collections.

Support strategic customer engagements where TFG participation strengthens partner success.

OEM & Vendor Alignment

Maintain strong working relationships with OEM and vendor sales teams.

Align vendor programs incentives MDF campaigns and enablement with TFG partner priorities.

Share market intelligence competitive inputs and demand signals to sharpen TFGs portfolio focus.

Reporting & Forecasting

Maintain accurate pipeline forecast funnel and partner performance updates.

Provide clear business updates on risks wins gaps and next actions.

Required Qualifications

Education

Bachelors degree in Business Commerce IT Engineering or related field; MBA preferred.

Experience

810 years experience in channel sales account management or business development within IT distribution.

Proven success managing partners OEM relationships and enterprise opportunities.

Strong exposure to cybersecurity networking cloud infrastructure or enterprise software ecosystems.

Preferred Technical Exposure

Relevant exposure in one or more of the following domains:

Cybersecurity network security cloud enterprise infrastructure data protection or enterprise software technologies.

Experience with vendors such as Fortinet Palo Alto Networks SonicWall Forcepoint VMware Veeam Nutanix Barracuda Imperva Riverbed Quest or similar technologies will be an advantage.