Channel Account Manager

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

📋 Description

• Take ownership of channel revenue performance throughout EMEA, driving quota attainment via a partner-led sales approach and consistent KPI monitoring.

• Cultivate and broaden a high-performing partner ecosystem across EMEA, particularly with resellers and distributors in the fields of digital forensics, legal technology, and cybersecurity.

• Serve as the primary liaison for designated partners.

• Formulate strategies to enhance partner revenue and profitability.

• Propel sales growth through channel partners by assisting them in identifying opportunities.

• Establish and sustain a robust partner-driven pipeline (3–5x coverage) through collaborative planning, demand generation initiatives, and proactive opportunity management.

• Monitor and assess partner performance against sales goals.

• Oversee and enforce deal registration processes to ensure a high-quality pipeline, partner protection, and strong conversion rates from registered opportunities.

• Enable and empower partners through structured onboarding, training, and performance management to boost productivity and autonomy.

• Provide training and resources to channel partners regarding products, services, and sales techniques.

• Ensure partners are equipped with marketing materials, pricing information, and technical support.

• Address partner concerns and resolve conflicts to maintain strong relationships.

• Deliver precise forecasting and pipeline visibility, leveraging data-driven insights to pinpoint risks, enhance deal velocity, and optimize partner performance.

• Conduct market research to identify new potential partners and opportunities.

• Offer feedback to internal teams concerning partner needs and market demands.

• Collaborate closely with sales, marketing, and product teams to align strategies and objectives.

• Organize and participate in partner events, trade shows, and webinars.

• Regularly communicate updates, promotions, and new product launches to partners.

• Ensure channel partners adhere to company policies and agreements.

• Prepare and deliver performance reports to management.

• Maintain accurate records of partner activities, sales, and communications.

⛳️ Requirements

• Bachelor’s degree in business, marketing, or a related discipline.

• Demonstrated experience in channel sales, account management, or business development.

• Background working with VARs, distributors, or other channel partners.

• Strong interpersonal and relationship-building capabilities.

• Excellent communication and presentation abilities.

• Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.

• Capacity to excel in a metrics-driven environment focused on achieving KPIs and quotas.

• Willingness to travel (50%) to meet with partners and attend events.

🏝️ Benefits

• Impact: Contribute significantly to a company leading in data risk management, assisting businesses in protecting their data within an increasingly complex digital landscape.

• Growth Opportunity: Become part of a rapidly expanding organization that offers opportunities for learning, development, and career advancement.

• Culture: Engage in an innovative, inclusive, and collaborative work environment where your contributions are valued, and your professional growth is nurtured.

• All employees are accountable for understanding and complying with the organization's security and privacy policies, procedures, and standards.

• As part of your duties, you are expected to safeguard the confidentiality, integrity, and availability of information and systems relevant to your responsibilities. Furthermore, you are required to participate in mandatory security and privacy training and apply best practices in all work activities.