Partner Account Manager

2 weeks ago

Mumbai, Maharashtra, India Aveva Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Position Title: Channel Account Manager

Reporting to: Head of Indirect Sales India

The job

We are looking for a high-performing, self-driven Channel Account Manager (CAM) to join our India Indirect Sales team. The ideal candidate will play a key role in managing and growing our channel ecosystem, driving partner-led revenue growth, developing strategic partner business plans, and ensuring alignment with AVEVAs regional and global priorities.

Key Responsibilities

  • Channel Sales Management: Own and deliver ACV targets through indirect channels (Distributors, VARs, and GSIs).
  • Partner Development: Identify, onboard, and nurture high-potential partners to expand AVEVAs footprint in strategic territories and verticals.
  • GTM Execution: Collaborate with marketing and solution teams to drive joint campaigns, events, and pipeline development activities.
  • Sales Governance: Implement structured business planning, QBRs, and forecasting with key partners to ensure performance accountability.
  • Enablement: Drive certification, training, and readiness programs to strengthen partner capabilities across the AVEVA portfolio.
  • Cross-Functional Collaboration: Align closely with internal direct sales, pre-sales, marketing, and customer success teams to ensure partner success.
  • Market Intelligence: Provide insights on market trends, competitor positioning, and partner needs to influence GTM strategy.
  • Compliance & Systems: Ensure accurate use of CRM tools (e.g., Salesforce), adherence to pricing, discounting, and deal registration policies.

Qualifications & Experience

  • 12+ years of experience in enterprise software sales, with at least 5 years in channel/partner sales roles.
  • Proven success in managing multi-tier partner networks and achieving revenue targets.
  • Strong understanding of indirect sales models, co-selling motions, and partner-led GTM.
  • Experience in industrial software, automation, manufacturing, or energy sectors is highly desirable.
  • Ability to influence at all levels from partner executives to technical stakeholders.
  • Strategic mindset with strong execution discipline and hands-on ownership.
  • Bachelors degree in Engineering or Business; MBA preferred.

Key Attributes

  • Entrepreneurial spirit with a passion for building and scaling partner ecosystems.
  • High accountability and drive to exceed goals.
  • Strong interpersonal, communication, and presentation skills.
  • Analytical thinker with a data-driven approach to decision-making.

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