Partner Account Manager

Keylabsintelli; Mumbai; On-site; INR 1,000,000 - 1,500,000; Full time

Job summary

Keylabsintelli is seeking a Partner Account Manager (PAM) in Mumbai. This role focuses on managing and growing business through channel partners, driving partner-led revenue, and facilitating joint business planning.

The successful candidate will have 5–10 years of experience in partner management and strong relationship management skills, especially in the fields of cloud and cybersecurity.

Qualifications

• 5–10 years of experience in partner management, channel sales, or OEM alliance roles.
• Proven experience managing system integrators, resellers, and channel partners.
• Self-driven and execution-focused.

Responsibilities

• Manage, enable, and grow business through channel partners.
• Drive partner engagement, loyalty, and capability development.
• Conduct regular sales and solution enablement sessions for partners.

Skills

Understanding of partner-led and channel-driven sales models

Managing system integrators

Negotiation skills

Relationship management

Exposure to cybersecurity solutions

Job description

iValue InfoSolutions Limited is a leading specialized technology solutions provider focused on securing and managing enterprise digital assets across Cybersecurity, Application Lifecycle Management (ALM), Data Governance, and Digital Infrastructure. As a value‑added distributor and solutions partner for globally recognized OEMs, iValue works closely with enterprises—especially BFSI and regulated industries—to design secure, scalable, and compliant technology ecosystems.

Partner Account Manager (PAM)

Location: Mumbai

Experience: 5–10 Years

Job Overview

The Partner Account Manager (PAM) will be responsible for managing, enabling, and growing business through channel partners, including system integrators, regional partners, and reseller ecosystems. The role focuses on driving partner‑led revenue, executing joint business plans, and acting as a strategic link between OEMs and partners to ensure sustained growth and successful go‑to‑market execution across technology portfolios.

Partner & Channel Management

• Identify, onboard, and manage strategic and regional channel partners.
• Build strong, long‑term relationships with system integrators, resellers, and partner ecosystem stakeholders.
• Serve as the primary point of contact for partners, ensuring alignment with OEM and organizational objectives.
• Drive partner engagement, loyalty, and capability development.

Revenue & Business Growth

• Drive sell‑in and sell‑through of OEM products and services through partners.
• Own partner‑level revenue targets and ensure achievement through joint business planning.
• Expand partner contribution across cloud, cybersecurity, networking, storage, and software portfolios.
• Identify whitespace opportunities and develop plans to increase wallet share with existing partners.

Enablement & Go‑To‑Market Execution

• Conduct regular sales and solution enablement sessions for partner teams.
• Collaborate with marketing and OEM stakeholders to execute:
  • GTM campaigns
  • Promotions
  • Webinars
  • Partner programs
• Ensure consistent communication of value propositions and solution messaging across partner channels.

Collaboration & Governance

• Work closely with OEM managers, regional sales teams, solution consultants, and pre‑sales teams.
• Track partner performance, pipeline, coverage, and contribution against defined KPIs.
• Ensure partner compliance with OEM and company policies, processes, and engagement models.

Feedback & Continuous Improvement

• Provide structured partner feedback to internal product, marketing, and strategy teams.
• Share market insights, customer needs, and competitive intelligence to support portfolio and GTM improvements.
• Recommend improvements in partner programs, incentives, and engagement models.

What We’re Looking For

• Strong understanding of partner‑led and channel‑driven sales models.
• Proven experience managing system integrators, resellers, and channel partners.
• Exposure to cloud, cybersecurity, networking, storage, or enterprise software solutions.
• Strong relationship management, negotiation, and stakeholder engagement skills.
• Ability to work cross‑functionally with OEMs, sales, marketing, and consulting teams.
• Self‑driven, execution‑focused, and comfortable managing multiple partners and priorities.
• 5–10 years of experience in partner management, channel sales, or OEM alliance roles.
• Experience in IT distribution, OEM, or system integrator ecosystems preferred.