Channel Account Manager

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

📋 Description

• Develop and implement customized go-to-market strategies for designated partners.

• Establish and nurture executive-level relationships within partner organizations.

• Act as a liaison among field sales, presales, distributors, and resellers.

• Lead Quarterly Business Reviews (QBRs), joint account planning, partner sales briefings, and workshops.

• Create and execute strategies for partner events in collaboration with marketing and sales.

• Manage partner-sourced and partner-influenced pipeline generation.

• Oversee deal registration, weekly channel forecasts, and ensure pipeline-health visibility.

• Identify opportunities for technical training, competitive positioning, and co-selling support.

• Recruit and onboard partners to expedite time to first sale.

• Provide ongoing partner sales enablement and training.

• Enhance partner tracking processes while maintaining competitive and industry knowledge.

• Formulate retention strategies for key accounts.

• Collaborate with channel leadership, sales, customer success, solution engineers, and marketing.

⛳️ Requirements

• Over 5 years of relevant experience in managing channel partnerships (VARs, SIs, MSPs).

• BA/BS degree or equivalent work experience.

• In-depth, deal-level understanding of channel operations.

• Proven ability to cultivate executive-level partner relationships.

• Experience in partner sales strategy, pipeline generation, forecasting, deal registration, and CRM management.

• Capability to provide sales enablement and partner training.

• Proficient in developing and executing joint business plans, QBRs, workshops, and partner programs.

• Skill in managing accurate forecasts and maintaining CRM data integrity.

🏝️ Benefits

• Meaningful equity ownership.

• Comprehensive health benefits including medical, dental, and vision.

• Flexible paid time off.

• Quarterly team off-sites and travel support.

• New computer hardware and equipment.

• Remote-first work from anywhere in the US.

• Flexible schedules to work within your own time zone.

• Inclusive environment where your voice matters and your work drives change.