Partner Account Manager (East & North-East) - Sales & BD

Job Description

The Partner Account Manager will own relationships with a portfolio of strategic resellers, distributors, and system integrators (SIs). The goal is to drive revenue through these partners by ensuring they are fully enabled, motivated, and aligned with ideaForge’s growth strategy. This is a high-ownership role at the intersection of sales, partnerships, and deep tech enablement.

Key Responsibilities

Partner Management & Relationship Building

• Build and maintain strong working relationships with assigned partners.
• Serve as the primary liaison for sales, training, co-selling, and escalation.
• Conduct regular business reviews and joint planning sessions.

Revenue & Pipeline Growth

• Own and exceed sales targets through your partner portfolio.
• Identify and drive high-potential joint opportunities in public and private sectors.
• Support partners in deal registration, proposal creation, and competitive positioning.
• Ensure that partners bring new customers to ideaForge on regular basis.

Enablement & Technical Guidance

• Ensure partners are trained and certified on ideaForge products.
• Work with pre-sales/technical teams to support product demos and proof of concept (PoC) deployments.
• Keep partners informed about new features, SKUs, compliance updates (e.g., DGCA), and documentation.

GTM & Marketing Execution

• Collaborate on joint go-to-market strategies, campaigns, and local events.
• Drive usage of MDF (Market Development Funds) for lead generation and awareness.
• Ensure alignment on pricing, branding, and value proposition.

Forecasting & Reporting

• Track pipeline, partner performance, and sales forecast via CRM/PRM tools.
• Identify and address gaps in performance or activity across partners.
• Provide market and partner feedback to internal teams for continuous improvement.

Requirements

• 8–12 years of experience in channel sales, partner account management or business development, preferably in deep tech, defense, surveillance, or industrial solutions.
• Proven success in working with system integrators, defense contractors or value-added resellers (VARs).
• Ability to understand and communicate complex technical products to both technical and commercial audiences.
• Experience working on government tenders, RFPs, or regulated procurement cycles is a plus.
• Strong interpersonal and influencing skills with an ownership mindset.
• Willingness to travel 30–50% of the time for partner meetings, demos and field support.
• Engineering/MBA degree required.

Skills