Channel Account Manager

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

📋 Description

• Take ownership of and enhance revenue through Microsoft's partner channel, which includes co-selling opportunities with Microsoft field sellers and partners.

• Create and implement joint go-to-market (GTM) strategies that are in line with Microsoft’s solution areas and priorities.

• Cultivate strong relationships with Microsoft account teams, partner development managers, and essential stakeholders.

• Identify, qualify, and advance pipeline opportunities that are sourced through Microsoft and partner referrals.

• Drive co-selling initiatives, encompassing marketplace opportunities, collaborative customer engagements, and account planning.

• Equip Microsoft sellers and partners through training, marketing materials, and solution positioning to enhance awareness and adoption.

• Work collaboratively across Sales, Marketing, Product, and Customer Success teams to identify and align on partner-driven opportunities.

• Accurately forecast channel pipeline and revenue while maintaining visibility into deal progression and potential risks.

• Assist in joint marketing efforts, events, and campaigns with Microsoft and partner organizations.

• Ensure effective handoff and coordination with Customer Success teams to promote customer outcomes and growth opportunities.

• Travel to customer locations and participate in industry events (approximately 30% on average).

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, partner management, or alliance roles within the enterprise software or SaaS sectors.

• Direct experience collaborating with Microsoft, including co-sell programs, Microsoft Partner Network, and Azure marketplace.

• A proven history of generating revenue through indirect sales channels and strategic partnerships.

• Innovative problem-solving skills to address customer challenges and advance deals.

• A solid understanding of cloud technologies, enterprise software, or AI/ML solutions is preferred.

• Capability to navigate complex sales cycles and collaborate effectively with multiple stakeholders.

• A demonstrable track record of consistently meeting or surpassing quotas.

• Exceptional communication, relationship-building, and influencing abilities.

• Highly organized with robust pipeline management and forecasting skills.

🏝️ Benefits

• Comprehensive health benefits package, including medical, dental, vision, disability, and life insurance.

• Flexible Paid Time Off along with generous holiday allowances.

• Remote-first work environment with optional co-working access at Industrious.

• 401(k) plan with employer matching contributions.

• Equity package offered.

• Competitive salary range of $250k - $275k OTE (dependent on experience and geographic location).