Channel Account Manager - Multiple PAN India

About the Role

We are looking for a high-impact Channel Account Manager to accelerate TFG’s growth and market visibility across Tier 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 strong IT distribution experience, proven channel relationships, and the ability to convert partner engagement into measurable pipeline and business outcomes.

Key Responsibilities

Partner Growth & Market Coverage

·       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.

Sales Ownership & Business Growth

·       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.

OEM & Vendor Alignment

·       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.

Reporting & Forecasting

·       Maintain accurate pipeline, forecast, funnel, and partner performance updates.

·       Provide clear business updates on risks, wins, gaps, and next actions.

Requirements

Required Qualifications

Education

·       Bachelor’s degree in Business, Commerce, IT, Engineering, or related field; MBA preferred.

Experience

·       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.

Preferred Technical Exposure

Relevant exposure in one or more of the following domains:

·       Cybersecurity, network security, cloud, enterprise infrastructure, data protection, or enterprise software technologies.

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