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.