Channel Account Manager, India
Description
Absolute Security is seeking a Channel Account Manager to join our expanding India Sales team. This position is crucial as we aim to capitalize on the unique growth opportunities presented by our expansion within India. The successful candidate will be based in Bengaluru, India, and will report directly to Senior Director for Channel Sales.
The Channel Account Manager will play a key role in developing, managing, and growing relationships with channel partners including OEM (DELL, HP, LENOVO, ASUS) and Distribution and Reseller Channel. This role is integral to our strategy of expanding our market presence within India, focusing on partner recruitment, development, and ongoing management. In this role, you will actively identify and recruit new channel partners while deepening relationships with existing ones. You will collaborate with the India Sales Team and the Channel Director to create and execute channel strategies aimed at driving revenue growth in the market. Proactively identifying and pursuing new business opportunities with channel partners will be a significant part of your responsibilities, as will addressing competitive threats. You will also be responsible for providing sales training and enablement resources to partners, ensuring they are well-equipped to promote and sell Absolute Security's solutions. Additionally, you will work on account planning, track the progress of leads assigned to channel partners, and manage any channel conflicts to maintain strong partner relationships.
The ideal candidate will possess strong business acumen and a proven track record of successfully driving sales within OEM, Systems Integrators, Distributors and Resellers. You must have a strong desire to assist with winning deals, RFPs, and Standards while delivering quarterly revenue commitments and maintaining strong forecast accuracy. This position requires excellent communication and negotiation skills, as you will frequently interact with senior stakeholders within partner organizations. A willingness to travel within the assigned territory, which could be up to 50% of the time, is also essential.
Responsibilities
- Actively identify, recruit, and develop new channel partners while deepening relationships with existing partners.
- Collaborate with India Sales Team and Channel Director to create and execute channel strategies aimed at driving revenue growth in the Federal market.
- Proactively identify and pursue new business opportunities with channel partners, while addressing competitive threats.
- Identify and engage new partners to fill gaps in coverage or to explore new market opportunities.
- Provide sales training and enablement resources to partners, ensuring they are well-equipped to promote and sell Absolute Security's solutions.
- Work on account planning and regularly track the progress of leads assigned to channel partners, ensuring they are followed through to closure.
- Manage and resolve any channel conflicts to maintain strong partner relationships and ensure alignment with company goals.
- Work closely with a cross-functional team of Sales Leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute on the strategic sales plan.
- Exceed quarterly and annual ARR sales targets.
- Protect the security and privacy of Absolute and its customers.
Requirements
- 5-10+ years of experience in sales, particularly in OEM channel management, System Integrator Partners, Distribution and Reseller channels, with a focus on high-end software solutions such as SaaS, cloud services, or IT infrastructure.
- Experience working with OEM partners and a deep understanding of Indian Cyber Security Market.
- Strong communication and negotiation skills are essential, as the role requires frequent interaction with senior stakeholders within partner organizations.
- Bachelor's degree in business, Sales, Marketing, or related field preferred.
- Experience closing large, complex deals with long sales cycles.
- Proven track record of executing sales strategies to acquire new partners and customers.
- Excellent communication, presentation, consultative, and negotiation skills.
- Self-motivated, aggressive self-starter with a passion for driving results and exceeding targets.
- Salesforce.com and modern sales tech stack tool proficiency.
- Modern sales methodology and MEDDPICC proficiency.
- Force Management Command of the Message experience highly desirable.
- Ability to work independently and as part of a collaborative team.
Nice-to-haves
- Creativity in resolving conflicts and a proactive approach to driving revenue.
Benefits
- Opportunity to work with a leading global security company.
- Access to a collaborative and innovative work environment.
- Potential for career growth and development within the company.
Why Work For Us:
You’re resilient and passionate about securing the Work from Anywhere era.
So are we.
You’re resilient and passionate about securing the Work from Anywhere era.
So are we.
We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.
Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.
Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel
Absolute Security Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]
Absolute provides persistent endpoint security and data risk management solutions for computers, tablets, and smartphones. Our persistence technology is built into over half a billion devices around the world.