Channel Account Manager

Location: Mumbai, India

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we're driven by a mission to build a future we can all trust.

Present in India since 1953, Thales is headquartered in Noida and has other operational offices and sites spread across Delhi, Gurugram, Bengaluru and Mumbai, among others. Over 2200 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India's growth story by sharing its technologies and expertise in Defence, Aerospace and Cyber & Digital sectors. Thales has two engineering competence centres in India - one in Noida focused on Cyber & Digital business, while the one in Bengaluru focuses on hardware, software and systems engineering capabilities for both the civil and defence sectors, serving global needs. The Group has also established an MRO (Maintenance, Repair & Overhaul) facility in Gurugram to provide comprehensive avionics maintenance and repair services to Indian airlines and support the growth of the local aviation industry.

Channel Account Manager – India- West

About the Role

The Channel Account Manager is responsible for the definition and delivery of a strong channel strategy for Thales Cyber Security Products (CSP) in India (West Region), encompassing of distributors, Value Added Resellers and Managed Service Providers. Key aspects of the role include maximizing channel revenues and productivity across West India and setting the direction for replicable best practice in the channel business. The Channel Account Manager will leverage a strategic market outlook to lead and engage in detailed channel and territory planning with regional channel sales teams and sales leadership, using performance metrics to measure success and drive improvements in the West India channel business.

The Channel Account Manager ensures that business initiatives are tailored to the needs of the channel business and also plays an active role in developing and optimizing the Partner Program. The Channel Account Manager solves issues which impact channel efficiency and success whilst working with stakeholders internally and externally. The Channel Account Manager acts a key contributor to channel communications and interfaces with channel partners and their senior management across West India.
 

Key Responsibilities:

• Develop and manage a robust and creative channel strategy for West India.

• Develop and drive engagement through successful relationships with key channel partners at senior management level

• Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews

• Partner with local sales teams and distributors to analyse partner coverage in region, identify gaps and support recruitment and enablement

• Set and drive Channel best practice and facilitate its deployment across west India region, remaining sensitive to local specifics

• Drive strategies to reduce friction in the sales channel and increase the ease of doing business

• Enable the partner community to sell Thales solutions from the entire CSP portfolio, with a focus on incremental business and service delivery

• Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy

• Play a leading role in the design optimization and implementation of the Partner Program across the region.

• Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.

• Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral

• Present West India Channel Sales performance and business results through regular communication, such as quarterly business reviews, forecasts, agendas, and reports

About You:

• Experience of developing and presenting channel strategies across West India region.

• Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations

• Strong connects with leading Cybersecurity partners across West India region at all levels.

• Strong business planning skills and proven ability to execute and deliver a defined plan

• Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose

• Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues

• Extensive Channel Management experience with a proven track record of success

• Passion, commitment and drive for success; experience working across matrix managed teams and organizations

• 8 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company/distribution

• Ability to engage with all levels of a partner organization

• Results oriented and effective in customer situations comprising senior level management

• Must demonstrate both personal integrity and the ability to exercise good judgment

• Ability to perform job functions independently with limited supervision

At Thales, we're committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you'll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.

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