Partner Account Manager

JOB DESCRIPTION

Partner Account Manager (PAM)

Location: Bangalore, Chennai

Experience: 5-10 Years

About Us

iValue InfoSolutions Limited is a leading specialized technology solutions provider focused on securing and managing enterprise digital assets across Cybersecurity, Application Lifecycle Management (ALM), Data Governance, and Digital Infrastructure. As a value-added distributor and solutions partner for globally recognised OEMs, iValue works closely with enterprises-especially BFSI and regulated industries-to design secure, scalable, and compliant technology ecosystems.

Job Overview

The Partner Account Manager (PAM) will be responsible for managing, enabling, and growing business through channel partners, including system integrators, regional partners, and reseller ecosystems. The role focuses on driving partner-led revenue, executing joint business plans, and acting as a strategic link between OEMs and partners to ensure sustained growth and successful go-to-market execution across

technology portfolios.

Key Responsibilities

Partner Channel Management

- Identify, onboard, and manage strategic and regional channel partners.

- Build strong, long-term relationships with system integrators, resellers, and partner ecosystem stakeholders.

- Serve as the primary point of contact for partners, ensuring alignment with OEM and organisational objectives.

- Drive partner engagement, loyalty, and capability development.

Revenue Business Growth

- Drive sell-in and sell-through of OEM products and services through partners.

- Own partner-level revenue targets and ensure achievement through joint business planning.

- Expand partner contribution across cloud, cybersecurity, networking, storage, and software portfolios.

- Identify whitespace opportunities and develop plans to increase wallet share with existing partners.

Enablement Go-To-Market Execution

- Conduct regular sales and solution enablement sessions for partner teams.

- Collaborate with marketing and OEM stakeholders to execute:

- GTM campaigns

- Promotions

- Webinars

- Partner programs

- Ensure consistent communication of value propositions and solution messaging across partner channels.

Collaboration Governance

- Work closely with OEM managers, regional sales teams, solution consultants, and pre-sales teams.

- Track partner performance, pipeline, coverage, and contribution against defined KPIs.

- Ensure partner compliance with OEM and company policies, processes, and engagement models.

Feedback Continuous Improvement

- Provide structured partner feedback to internal product, marketing, and strategy teams.

- Share market insights, customer needs, and competitive intelligence to support portfolio and GTM improvements.

- Recommend improvements in partner programs, incentives, and engagement models.

What We re Looking For

- Strong understanding of partner-led and channel-driven sales models.

- Proven experience managing system integrators, resellers, and channel partners.

- Exposure to cloud, cybersecurity, networking, storage, or enterprise software solutions.

- Strong relationship management, negotiation, and stakeholder engagement skills.

- Ability to work cross-functionally with OEMs, sales, marketing, and consulting teams.

- Self-driven, execution-focused, and comfortable managing multiple partners and priorities.

- 5-10 years of experience in partner management, channel sales, or OEM alliance roles.

- Experience in IT distribution, OEM, or system integrator ecosystems preferred.

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