Channel Account Manager - (Multiple PAN India)

Tech First Gulf; Mumbai; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Tech First Gulf in India seeks a Channel Account Manager to accelerate growth across PAN India. You will own partner-led revenue, OEM alignment, demand generation, and enterprise opportunity development across cybersecurity, networking, cloud, and infrastructure.

You will build and activate partners, drive joint business plans, manage pipeline, and coordinate with OEM and vendor sales teams. Strong IT distribution experience and proven partner relationships are essential.

Qualifications

• 8–10 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.

Responsibilities

• Build, manage, and activate TFG’s partner ecosystem across system integrators, VARs, resellers, and strategic partners.
• Identify, onboard, and enable partners that expand TFG’s 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.
• 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.
• 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 TFG’s portfolio focus.

Skills

Channel sales

Account management

Business development

Partner relationships

Cybersecurity exposure

Networking exposure

Cloud exposure

Enterprise software

Education

Bachelor's degree in Business, Commerce, IT, Engineering, or related field

MBA preferred

Job description

Channel Account Manager - (Multiple PAN India)

We are looking for a high-impact ChannelAccount Manager to accelerate TFG’s growth and market visibility acrossTier 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 strongIT distribution experience, proven channel relationships, and the ability toconvert partner engagement into measurable pipeline and business outcomes.

Key Responsibilities

Partner Growth & Market Coverage

• Build, manage, and activate TFG’s partnerecosystem across system integrators, VARs, resellers, and strategic partners.
• Identify, onboard, and enablepartners that expand TFG’s reach in target territories and customer segments.
• Drivejoint business plans, partner reviews, pipeline creation, and opportunityconversion.
• Improve TFG visibility throughpartner events, campaigns, trainings, and field engagement.

Sales Ownership & Business Growth

• Own assigned revenue, gross profit, Collection, pipeline,and market development targets.
• Developopportunities across cybersecurity, networking, cloud, infrastructure, andenterprise technology solutions.
• Workwith partners and internal teams on proposals, deal registration, closure,order processing, and collections.
• Supportstrategic customer engagements where TFG participation strengthens partnersuccess.
• Maintain strong working relationships with OEMand vendor sales teams.
• Alignvendor programs, incentives, MDF, campaigns, and enablement with TFG partnerpriorities.
• Sharemarket intelligence, competitive inputs, and demand signals to sharpen TFG’sportfolio focus.

Reporting & Forecasting

• Maintainaccurate pipeline, forecast, funnel, and partner performance updates.
• Provideclear business updates on risks, wins, gaps, and next actions.

Requirements

Required Qualifications

Education

• Bachelor’sdegree in Business, Commerce, IT, Engineering, or related field; MBA preferred.

Experience

• 8–10 years’ experience in channel sales, accountmanagement, or business development within IT distribution.
• Provensuccess managing partners, OEM relationships, and enterprise opportunities.
• Strongexposure to cybersecurity, networking, cloud, infrastructure, or enterprisesoftware ecosystems.

Preferred Technical Exposure

Relevant exposure in one or moreof the following domains:

• Cybersecurity, network security, cloud,enterprise infrastructure, data protection, or enterprise softwaretechnologies.

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