Channel Sales Account Manager

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Experience: 5+ yrs

Location: Kolkata, West Bengal, India

Job Type: Full-time

We are looking for an experienced and results-oriented Channel Sales Account Manager – Cybersecurity to drive revenue growth through channel partners, distributors, resellers, and strategic alliances. The role will focus on developing the cybersecurity partner ecosystem, expanding market reach, generating new business opportunities, and strengthening relationships with existing channel partners.

The ideal candidate will have strong experience in cybersecurity sales, channel management, partner development, enterprise technology, and B2B business development, with a proven ability to build sustainable revenue pipelines through indirect sales channels.

Key Responsibilities

• Develop and execute channel sales strategies to achieve revenue and business growth objectives.
• Manage relationships with distributors, resellers, system integrators, technology partners, and other cybersecurity channel partners.
• Identify, recruit, onboard, and develop new channel partners within the assigned territory.
• Build strong relationships with partner leadership, sales teams, technical teams, and key stakeholders.
• Develop joint business plans, account plans, sales strategies, and pipeline initiatives with channel partners.
• Generate and qualify new cybersecurity opportunities through partner networks and indirect sales channels.
• Drive opportunities through the complete sales lifecycle, from lead generation and qualification to proposal, negotiation, and closure.
• Conduct regular partner meetings, business reviews, pipeline reviews, and sales planning sessions.
• Enable partners through product training, sales presentations, solution briefings, demonstrations, and cybersecurity-focused workshops.
• Work closely with Presales and technical teams to support cybersecurity solution positioning, customer presentations, POCs, and technical discussions.
• Collaborate with Marketing teams on partner campaigns, events, webinars, demand-generation programs, and market-development activities.
• Monitor partner performance, pipeline coverage, revenue contribution, and sales conversion.
• Identify market trends, competitive activities, customer requirements, and emerging cybersecurity opportunities.
• Develop strategies to increase partner engagement, wallet share, customer acquisition, and recurring business.
• Support commercial negotiations, quotations, proposals, contracts, and deal closure activities.
• Maintain accurate sales forecasts, CRM records, opportunity updates, and partner reports.
• Resolve partner-related issues and coordinate with internal teams to ensure smooth opportunity execution.
• Continuously identify opportunities to expand cybersecurity offerings across existing partner and customer relationships.

What Makes You a Great Fit

• 5+ years of experience in channel sales, partner sales, enterprise sales, business development, or technology sales.
• Strong experience in cybersecurity sales or cybersecurity technology environments is highly desirable.
• Proven experience managing channel partners, distributors, resellers, system integrators, or strategic alliances.
• Strong understanding of cybersecurity solutions, enterprise security requirements, and the broader cyber technology ecosystem.
• Demonstrated ability to build and manage sales pipelines and consistently deliver against revenue targets.
• Strong partner recruitment, onboarding, enablement, and relationship-management capabilities.
• Excellent understanding of B2B and enterprise sales cycles, commercial negotiations, and deal management.
• Strong communication, presentation, negotiation, and stakeholder-management skills.
• Ability to engage effectively with partner sales teams, technical stakeholders, enterprise customers, and senior decision-makers.
• Strong analytical skills with the ability to interpret pipeline, revenue, market, and partner-performance data.
• Self-driven and target-oriented with strong ownership of business development and revenue outcomes.
• Ability to collaborate effectively with Sales, Presales, Marketing, Product, and Technical teams.
• Strong understanding of competitive positioning and emerging trends within the cybersecurity market.
• Willingness to travel for partner meetings, customer engagements, events, and business-development activities as required.