Channel Account Manager

TechBiz Global GmbH; Bengaluru; On-site; INR 1,200,000 - 2,100,000; Full time

Job summary

TechBiz Global GmbH in Bengaluru, India, is seeking an experienced Channel Account Manager to manage and grow relationships with channel partners including distributors, resellers, and system integrators. The role focuses on driving revenue growth and market expansion for a leading cybersecurity portfolio.

The ideal candidate has a proven track record in channel sales, partner management, and strong negotiation skills, with a background in cybersecurity or IT distribution.

Qualifications

• Proven channel sales and partner-management experience.
• Experience in cybersecurity, IT distribution, or enterprise tech.
• Strong revenue growth, deal negotiation, and partner relationship skills.
• Excellent communication across technical and non-technical stakeholders.
• Bachelor’s degree; MBA or equivalent is a plus.

Responsibilities

• Identify, onboard and manage strategic channel partners including distributors, resellers, and system integrators.
• Develop and execute joint business and GTM plans with revenue targets.
• Track pipeline, forecast revenue, and manage deals using CRM tools.
• Collaborate with sales, technical and marketing teams to enable partners.
• Ensure partner training and high partner satisfaction.
• Stay informed on cybersecurity trends and competitor strategies.

Skills

Channel sales

Partner management

Revenue growth

CRM proficiency

Negotiation

Communication

Education

Bachelor's degree in Business / Marketing / Engineering

MBA (plus)

Tools

CRM platforms

Job description

TechBiz Global is a international recruitment and talent acquisition consultancy connecting world-class companies with top-tier professionals globally. We are currently sourcing talent on behalf of an industry leader in cybersecurity distribution.

Our client is a next-generation cybersecurity value-added distributor providing end-to-end security solutions tailored to diverse enterprise requirements. Focusing on enabling secure digital transformation through advanced, scalable, and adaptable technologies, they collaborate closely with leading global vendors and regional partners to address evolving cyber threats.

Team members benefit from working in a dynamic environment with a strong emphasis on innovation, customer success, and competitive differentiation in the cybersecurity market.

We are seeking an experienced Channel Account Manager to be based on-site in Bengaluru. In this key role, you will manage and grow relationships with channel partners including distributors, resellers, and system integrators to drive revenue growth and market expansion for an industry-leading cybersecurity portfolio.

Key Responsibilities

• Partner Ecosystem Management: Identify, onboard, and build long-term relationships with strategic channel partners, resellers, and system integrators.
• Business Planning & Strategy: Develop and execute joint business and go-to-market (GTM) plans, set revenue targets, and conduct regular business reviews with key partners.
• Sales & Pipeline Execution: Track pipeline metrics, forecast revenue, negotiate deals, and manage sales reporting using modern CRM tools.
• Cross-Functional Collaboration: Coordinate seamlessly with internal sales, technical, and marketing teams to provide ongoing sales enablement and technical support to partners.
• Enablement & Satisfaction: Ensure partner teams are well-trained on product offerings and value propositions while maintaining high levels of partner satisfaction.
• Market Intelligence: Stay current on cybersecurity industry trends, emerging technologies, and competitor strategies to continuously strengthen the channel value proposition.

• Channel Sales Expertise: Proven track record in channel sales and partner management within a high-performing partner ecosystem.
• Industry Background: Relevant experience in Cybersecurity, IT Distribution, or Enterprise Technology solutions.
• Account & Relationship Management: Strong capability to drive revenue growth, negotiate complex deals, and maintain sustainable partner ties.
• Analytical & Strategic Skills: Proficient in business planning, basic financial analysis for forecasting, and managing pipeline metrics via CRM platforms.
• Communication Skills: Exceptional presentation, negotiation, and interpersonal skills across both technical and non-technical stakeholders.
• Education: Bachelor’s degree in Business, Marketing, Engineering, or a related field (MBA or equivalent business qualification is a plus).
• Location Commitment: Ability to work full-time on-site at the client’s Bengaluru office.