Channel Account Manager

This is a fully remote position, open to applicants in Germany, +2 more countries.

📋 Description

• Develop and nurture strong relationships with GSI/MSP/Channel partners to enhance the company's presence in key markets.

• Articulate and promote value-oriented, solution-focused offerings customized for consulting, advisory, integration, and managed services business models.

• Assist in partner empowerment through sales materials, training sessions, and collaborative go-to-market strategies.

• Negotiate and oversee commercial agreements, such as referral and partnership contracts.

• Collaborate on qualification, proposals, and deal closures alongside account executives.

• Generate both direct and indirect revenue opportunities through co-selling initiatives and channel collaborations.

• Represent the GSI/MSP/Channel segment during partner evaluations, pipeline discussions, and significant customer meetings.

• Manage regional forecasting, pipeline reporting, and performance assessments.

• Keep track of market trends, competitor actions, and the changing needs of partners.

• Provide insights to product and partner teams to influence roadmaps and growth strategies.

• Identify key markets, partner profiles, and promising service offerings.

• Develop and implement scalable sales strategies, commercial models, and key performance indicators (KPIs).

• Create repeatable methods for bundling, co-selling, and generating partner-led revenue.

• Spearhead joint marketing efforts with Channel Partners, including Marketing Development Funds (MDF), events, and campaigns.

⛳️ Requirements

• Proven experience in enterprise sales or leadership in partner/channel roles within the Channel, GSI, Cloud, or SaaS ecosystems.

• Established relationships and a comprehensive understanding of GSI/MSP/Channel frameworks, influence models, and engagement with end users.

• In-depth knowledge of GSI/MSP/Channel business models, pricing strategies, bundling techniques, and sales processes.

• Documented success in launching and scaling Channel offerings across various regions and markets.

• History of closing intricate, multi-year agreements and cultivating trusted relationships at the C-level.

• Experience in leading or mentoring sales teams while also functioning as an individual contributor (“player/coach”).

• Strong commercial acumen and negotiation capabilities with a structured, results-oriented approach.

• Ability to excel in a dynamic, matrixed, entrepreneurial setting.

• Exceptional communication, presentation, and influencing abilities at the executive level.

• Familiarity with hyperscalers (Azure, AWS, Google Cloud) and their partner ecosystems.

• Experience with SaaS-based partnership models and scaling technology alliances.

• Operational excellence in utilizing tools and AI for partner management and business execution.

• Data-driven mindset with robust analytical skills for assessing KPIs, pipeline, certifications, accreditations, and marketing performance.

• Proven capability to exceed revenue targets and foster measurable growth.

• Proficiency in multiple languages; preferably English, German, French, or Spanish.

🏝️ Benefits

• Fully remote work.

• Equal opportunity employer.

• Support for workplace accommodations.

• Diversity, equity, and inclusion initiatives.