Channel Account Manager

Relevant Experience:

5 – 12 years of experience

Job Summary:

The Channel Account Manager (CAM) is responsible for building and maintaining strong relationships with channel partners, including resellers, distributors, and system integrators. Their main goal is to drive sales growth through indirect sales channels by enabling, training, and supporting partners to sell the company's products and services effectively.

Key Responsibilities:

1. Channel Partner Management

• Identify, onboard, and manage relationships with resellers, distributors, VARs (Value-Added Resellers), and system integrators.
• Develop and execute partner enablement programs to improve partner sales capabilities.
• Act as the main point of contact for channel partners and resolve any escalations.

2. Sales Growth & Revenue Generation

• Drive revenue growth through channel partners by setting and achieving sales targets.
• Work closely with partners to develop joint business plans and go-to-market strategies.
• Identify new sales opportunities within existing partnerships.

3. Partner Training & Enablement

• Provide ongoing sales and technical training to ensure partners understand the product portfolio.
• Develop marketing and sales collateral to support partners in their selling efforts.
• Organize webinars, workshops, and partner events to improve engagement.

4. Channel Strategy & Performance Tracking

• Monitor and analyze partner performance metrics (sales pipeline, revenue, deal closures).

5. Collaboration with Internal Teams

• Work closely with the sales, marketing, and product teams to align strategies.
• Provide feedback from partners to improve products, pricing, and market positioning.
• Support partners in closing deals by assisting in joint sales calls, negotiations, and product demos.

6. Market Expansion & Competitive Analysis

• Identify new partner recruitment opportunities to expand the company's channel ecosystem.

Qualifications & Requirements:

• 10+ years of experience in channel sales or partner management, ideally in software (MDM, UEM, cybersecurity, or SaaS).
• Strong understanding of the partner ecosystem, including key distributors and resellers.
• Demonstrated success in building and scaling channel programs.
• Excellent relationship-building, negotiation, and communication skills.
• Proven track record of achieving or exceeding channel sales targets.
• Ability to work independently in a fast-paced, dynamic environment.
• Ready to travel both local and across the regions.
• The candidate should hold a Bachelor's degree from a recognized/reputed university with Masters in business studies.

Nice to Have:

• Experience with MDM/UEM vendors.
• Experience working with both distributor-led and direct reseller models.