ideaForge - Partner Account Manager - Sales/Business Development - West & South India

- 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.