Channel Account Manager - Multiple PAN India

Tech First Gulf; Mumbai; On-site; INR 2,500,000 - 3,500,000; Full time

Job summary

Tech First Gulf is seeking a high-impact ChannelAccount Manager to accelerate growth across Tier 1 cities in India. You will own partner-led revenue, OEM alignment, demand generation, and enterprise opportunity development across cybersecurity, networking, cloud, and infrastructure solutions.

The ideal candidate has 8–10 years of IT distribution experience, strong partner relationships, and a track record of converting partner engagement into measurable pipeline and business outcomes.

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.
• Drive joint business plans, partner reviews, pipeline creation, and opportunity conversion.
• Maintain strong working relationships with OEM and vendor sales teams; align programs, incentives, and enablement with partner priorities.
• Maintain accurate pipeline, forecast, funnel, and partner performance updates.

Skills

Channel sales

Account management

Business development

OEM relationships

Education

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

MBA preferred

Job description

About the Role

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.

OEM & Vendor Alignment

• 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

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.