Sales Account Manager - Channel (Karachi)

FORTEK Pvt. Ltd. · Karachi, Karachi District; Sindh, Pakistan

Sales Account Manager - Channel (Karachi)

The Sales Account Manager – Channel is responsible for driving profitable channel-led business growth across Fortek's Complete SouthRegion while operating from the KarachiRegional / Branch Office. The position will develop, acquire, activate and manage distributors, resellers, system integrators, technology partners and other strategic channel relationships to generate sustainable ICT infrastructure and technology business.

The incumbent will be responsible for building a healthy regional sales pipeline, developing ICT solution opportunities, achieving assigned revenue and gross-margin objectives, strengthening partner productivity, managing commercial follow-up and maintaining disciplined sales forecasting and CRM records.

The role requires close coordination with Fortek's Presales, Sales Engineering, Technical & Projects, Commercials, Procurement & Supply Chain, Finance, OEMs / Principals and Management teams.

Odoo 18 CRM will serve as the primary system of record for leads, opportunities, activities, pipeline, forecasting and sales reporting, subject to Fortek's approved processes.

Job Location: Karachi — with travel as required per Business needs especially across SouthRegion.

Position Structure:

Channel (Distribution) Sales / Business Development / Account Management

Job Requirements

Bachelor's degree in BBA, Sales, Marketing, IT, ComputerScience, Engineering or another relevant discipline.

Preferred

MBA in Marketing, Sales, Business Administration or arelevant specialization.

Relevant professional sales or technology qualification.

• Results Orientation — Consistentlydrives toward measurable revenue and margin outcomes.
• Customer & Partner Centricity— Builds trust-based, long-term partner relationships.
• Commercial Judgment — Balancesgrowth with margin discipline and risk awareness.
• Ownership & Accountability —Takes full responsibility for territory and account outcomes.
• Relationship Building — Developsdurable, mutually beneficial partner networks.
• Negotiation & Influence —Secures favourable commercial terms while preserving relationships.
• Problem Solving — Resolveschannel, pricing, and delivery issues pragmatically.
• Integrity & Professionalism —Operates within Company policy and approval frameworks at all times.

Other Skills

• Pipeline management andforecasting
• ERP/Odoo 18 CRM discipline
• Sales reporting and opportunityqualification
• Presentation and negotiation skills
• Relationship building andstakeholder management

8–12 years of relevant experience in Channel Sales / Account Management in the IT industry.

Certifications (Preferred):

• OEM/Vendor sales or partner-accreditation certifications (relevant principals)
• Professional sales / account-management certification (e.g., consultative or solution-selling training)

We believe in empowering our people. We offer:

• Competitivesalary based on experience and qualifications
• Annualperformance-based increments & bonuses
• Medicalfacility (OPD, IPD, Maternity)
• Paidannual, casual & sick leaves
• Gratuityand EOBI benefits
• Training& professional development opportunities, including OEM certificationsupport
• Collaborative,learning-driven work environment, and much more

Duties & Responsibilities

• Execute the SouthRegion channelsales strategy in line with Company objectives.
• Achieve assigned monthly,quarterly, and annual revenue targets.
• Translate regional targets intopartner- and account-level objectives.
• Identify priority cities, marketsegments, and channel opportunities within the territory.
• Develop new revenue streamsthrough distributors, resellers, system integrators, and strategic partners.
• Balance new-business acquisitionwith growth of existing partner accounts.
• Maintain pipeline coveragesufficient to support target achievement, tracked via Odoo 18.

2. ChannelPartner Acquisition, Development & Management

• Identify and onboard qualifiedchannel partners based on market reach, capability, and commercial potential.
• Develop partner-specific growthplans and track progress against agreed milestones.
• Increase partner activation anddrive productive, revenue-generating selling activity.
• Reactivate dormant orunderperforming partners where commercially justified.
• Conduct regular partner visits,business reviews, and joint customer engagements.

3.Distributor & Reseller Relationship Management

• Manage day-to-day commercialrelationships with distributors and resellers across the region.
• Coordinate pricing, stockavailability, lead times, and quotations with relevant internal teams.
• Monitor partner purchasingpatterns and identify availability constraints affecting opportunities.
• Coordinate deal-registration andproject-pricing requests through approved channels.
• Minimize channel conflict andpricing inconsistencies across the partner network.
• Support timely resolution ofcommercial or delivery issues raised by partners.
• Maintain professional workingrelationships with assigned OEMs/principals.
• Coordinate product pricing,promotions, and commercial programs relevant to the territory.
• Communicate market demand andopportunity forecasts to relevant principals.
• Support partner enablement,product training, and joint marketing activities.
• Escalate supply, warranty,pricing, or commercial issues through appropriate channels.

5. SolutionSelling & Opportunity Development

• Identify opportunities across ICTinfrastructure, networking, security, servers, data-center, andmanaged-services offerings.
• Qualify customer requirementssufficiently to progress commercial opportunities.
• Coordinate with Presales/SalesEngineers for solution design and technical validation.
• Manage opportunities from enquirythrough quotation, negotiation, and closure within Odoo 18.
• Position solution value overprice; identify cross-sell and up-sell opportunities.

6. AccountRelationship Management

• Build strong working relationshipswith key channel accounts and decision-makers.
• Maintain regular communicationwith partner owners, sales heads, and relevant stakeholders.
• Conduct account reviews toidentify additional business opportunities.
• Maintain account plans forstrategically important partners and resolve relationship issues promptly.
• Prepare and negotiate commercialproposals within approved authority levels.
• Protect gross margins whileremaining competitive; avoid unnecessary discounting.
• Coordinate special pricingapprovals with Sales Management/Finance where required.
• Monitor profitability ofsignificant opportunities and elevate unusual commercial risk.
• Ensure quotations and commitmentscomply with approved Company procedures.

8. SalesPipeline, Forecasting & Odoo 18 CRM Discipline

• Maintain accurate, currentopportunity records in Odoo 18 as the official system of record.
• Update opportunity stages, values,probability, and next actions within defined timelines.
• Record lost opportunities andreasons; maintain visit and follow-up records.
• Support and drive timely recoveryof assigned account receivables in coordination with Finance.
• Follow up with partners/customerson overdue receivables and flag collection risk.
• Maintain commercial discipline inorder booking; avoid additional exposure to chronically overdue accountswithout approval.

10. MarketIntelligence & Regional Business Development

• Monitor market pricing trends,product availability, and channel movements within the territory.
• Identify emerging customers,partners, and market segments across the SouthRegion.
• Provide actionable marketintelligence to Sales Management to inform territory strategy.

11.Reporting, Governance & Cross-Functional Coordination

• Submit daily/weekly/monthly salesreports as required.
• Participate in sales reviews andmanagement meetings.
• Coordinate with Presales,Procurement, Finance, Projects, and Operations to ensure aligned commitments.
• Escalate material risks, customer issues, and opportunity blockerspromptly.

Reporting Responsibilities (Daily, Weekly & Monthly)

Daily Reporting

• Record all sales activities, client visits, and follow-up calls.
• Update sales pipeline status with accurate lead stages (New, Qualified, Quotation, Won, Lost etc).
• Submit daily visit reports and action plans for next-day engagement.
• Track daily sales achievements against individual and team targets.

Weekly Reporting

• Submit consolidated weekly performance reports summarizing Sales vs. Targets, New opportunities created, and deals progressed, Partner/Distributor performance highlights, Client feedback and challenges faced.
• Update Odoo dashboards with updated sales forecasts and key account progress.
• Participate in weekly review meetings with the management to discuss performance gaps and action plans.

Monthly Reporting

• Submit Monthly Business Review (MBR) reports including Revenue summary by product line, target achievement and growth analysis, Pipeline projections for next month, Key wins/losses and lessons learned, Competitor analysis and market insights etc.
• Ensure data accuracy and timely submission before the deadline (as per monthly cycle).
• Prepare presentation slides for management review meetings.