Channel Account Manager

Position Description

We are seeking a driven and strategic Channel Account Manager to join our team. In this role,

you will manage and strengthen relationships with channel partners, drive revenue growth

through partner channels, and implement strategies to expand market presence. Your deep

understanding of channel sales principles, exceptional communication skills, and ability to

collaborate with internal teams and external stakeholders—including senior leadership—will be

critical to achieving success and fostering a thriving partner ecosystem.

Here's What You'll Do

• Develop and maintain strong relationships with channel partners, including distributors and resellers.
• Collaborate with partners to develop joint business plans, set goals, and execute strategies to achieve mutual objectives.
• Drive revenue growth through partner channels by identifying opportunities for product

placement, promotions, and incentives.

• Provide training and support to partners to ensure they have the knowledge and resources needed to effectively sell our products or services.
• Monitor partner performance and track key metrics such as deal registration, sales targets, market share, and customer satisfaction.
• Act as the primary point of contact for assigned partners to manage the relationship. As

needed, ensure appropriate internal practices and processes are followed in regards to

helping ensure partner issues are resolved—pulling in Fortra internal stakeholders as

required.

• Stay informed about industry trends, competitor activities, and market dynamics to identify new opportunities and potential threats.
• Prepare regular reports and presentations for management to communicate channel performance, progress against goals, and recommended actions.
• Continuously refine and improve business analysis processes to enhance efficiency and

outcomes.

Here's What You'll Bring To The Table

• Bachelor's degree in business, marketing, or a related field
• 5+ years of experience in channel sales and/or partner management
• Experience working in a channel role in a Vendor/OEM or Distributor would be preferred.
• Previous experience in the technology or software industry.
• Ideally based in Bangalore. Hyderabad or Chennai
• Strong negotiation and influencing skills, with the ability to build consensus and drive

results through collaboration.

• Excellent communication skills, both verbal and written, with the ability to articulate complex ideas clearly and concisely.
• Strategic thinker with a data-driven approach to decision-making and problem-solving.
• Ability to work independently and manage multiple priorities in a fast-paced environment.
• Proficiency in CRM software, Microsoft Office Suite, and other relevant tools
• Willingness to travel as needed to meet with partners, attend industry events, and visit customer sites.
• Strong problem-solving and analytical skills, with a keen attention to detail