Senior Channel Account Manager Sales
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Key skills for this role
Role Overview
The Channel Account Manager (CAM) is a mission-critical role responsible for driving Mitel’s market share and revenue growth across India. You will act as the primary strategic consultant to our partners (Value-Added Resellers, System Integrators, and Distributors), empowering them to sell Mitel’s full portfolio of Unified Communications (UC), Contact Center (CC), and AI-driven customer experience solutions.
You will be responsible for "hunting" new partners and "farming" existing high-potential accounts, ensuring they are enabled, motivated, and aligned with Mitel’s go-to-market strategy.
Key Skills for This Role
Full Job Posting
Overview
The Channel Account Manager (CAM) is a mission-critical role responsible for driving Mitel’s market share and revenue growth across India. You will act as the primary strategic consultant to our partners (Value-Added Resellers, System Integrators, and Distributors), empowering them to sell Mitel’s full portfolio of Unified Communications (UC), Contact Center (CC), and AI-driven customer experience solutions.
You will be responsible for "hunting" new partners and "farming" existing high-potential accounts, ensuring they are enabled, motivated, and aligned with Mitel’s go-to-market strategy.
1. Channel Partner Management
Manage a defined set of existing channel partners and own their overall business performance.
Develop strong relationships with partner owners, sales leaders, presales and account teams.
Create and execute Partner Business Plans with clear revenue, pipeline and growth objectives.
Identify gaps in partner performance and develop corrective action plans.
Increase partner engagement, competency, certifications and solution-selling capabilities.
2. Revenue Growth & Business Development
Own the revenue target for assigned partners and deliver quarter-on-quarter and year-on-year growth .
Identify new revenue opportunities within existing partners and their customer base.
Drive cross-sell and upsell across Mitel's portfolio.
Build joint GTM initiatives, campaigns and customer acquisition programs with partners.
Develop strategies to increase the number and value of partner-led opportunities.
3. End-Customer Engagement
Work directly with end customers alongside channel partners to understand business requirements and influence opportunities.
Participate in customer meetings, presentations, solution discussions, negotiations and executive engagements.
Build relationships with key decision-makers and influencers within strategic accounts.
Ensure partners are effectively positioned as the preferred route to market.
4. Pipeline & Forecast Management
Maintain a healthy and accurate sales pipeline across assigned partners.
Provide weekly/monthly/quarterly forecasts with high accuracy .
Track pipeline coverage, opportunity ageing, conversion rates and sales velocity.
Clearly distinguish Commit, Best Case and Pipeline opportunities.
Identify forecast risks early and develop mitigation plans.
Ensure CRM hygiene and accurate opportunity stages, close dates, values and probability.
Requirements
- Any Graduate or Post Graduate
- 8–15 years of experience in Channel Sales / Partner Management / Enterprise Sales.
- Proven experience managing existing channel partners rather than only partner recruitment.
- Experience in Voice, UC, UCaaS, CCaaS, Networking, Cloud or related technology solutions preferred.
- Demonstrated track record of achieving revenue targets through partners.
- Experience managing enterprise customers jointly with channel partners.
Must-Have Skills
- Channel Account Management
- Enterprise Account Management
- Revenue & Business Planning
- Pipeline Management
- Forecasting
- CRM discipline
- Partner GTM
- Negotiation
- Solution selling
- Executive relationship management
- Business analytics
- To ensure our hiring process is fair, efficient, and transparent, we want to inform all applicants that we may use Artificial Intelligence (AI) technologies, including third party tools to screen resumes and match candidates to job opportunities based on their skills and experience. All applications are also reviewed by our hiring team, and final decisions are made by our hiring managers. Kindly review our privacy policy ( Mitel Privacy Policy ) for more information and to understand how to exercise any of your rights. For more information, visit Why Mitel or follow us on LinkedIn here .
- Mitel is committed to achieving workforce diversity and creating an inclusive working environment. Diversity makes sense for us, for our customers and for our future. We value different perspectives, skills and experiences, and welcome applications from all sections of the community.
About Mitel
Canadian telecommunications company providing unified communications, collaboration, and contact-center solutions to businesses worldwide.
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