Channel Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a quantifiable partner-sourced pipeline and revenue objective, ensuring high-quality deal registration and precise forecasting within your designated territory.

• Identify, recruit, onboard, and empower new partners (VARs, SIs, and select distributors), acting as their primary contact and strategic advisor.

• Develop joint business plans and conduct quarterly reviews with key partners; coordinate on go-to-market strategies, enablement, and demand generation to achieve mutual goals.

• Engage partners through structured enablement initiatives (playbooks, demonstrations, certifications), collaborative selling with Account Executives, and aligned marketing programs to generate new opportunities.

• Lead field activities that demonstrate clear ROI (events, workshops, executive briefings) and track follow-up actions leading to opportunity creation and advancement.

• Collaborate closely with Sales, SEs, Marketing, Customer Success, Product, and Finance to facilitate deals, tailor solutions, and gather insights that enhance the program.

• Assess partner health with a clear operational rhythm (pipeline reviews, forecasting calls, mutual action plans), and uphold Salesforce integrity for visibility and scalability.

• Cultivate relationships at various levels within partner organizations—including sales, technical, marketing, and leadership—to broaden our market presence.

• Contribute to the ongoing enhancement of Envoy’s partner processes, tools, and metrics to support a rapidly growing, enterprise-level program.

⛳️ Requirements

• 3–6 years of experience in channel sales or account management within B2B SaaS, showcasing proven success in meeting partner-sourced pipeline and revenue targets.

• Established track record in managing a territory and a portfolio of partners as a trusted advisor—recruiting, enabling, and driving performance growth.

• Understanding of partner models and agreements (Affiliate/Referral, Reseller, Technology/ISV) and the strategies that lead to their success.

• Experience in influencing program design (enablement, co-marketing, incentives) with accountability for forecast accuracy.

• Ability to thrive in fast-paced environments; you are organized, methodical, and ready to take initiative to complete tasks.

• Proficient in Salesforce and sales/marketing automation tools (e.g., Outreach) along with a data-driven approach for analyzing pipeline and ROI.

• Willingness to travel up to 50% for partner and customer engagements.

🏝️ Benefits

• Offers Equity