Channel Account Manager

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

📋 Description

• Develop and nurture trusted relationships with GSI/MSP/Channel partners to expand the company's reach in key markets.

• Effectively position and articulate value-driven, solution-oriented offerings tailored for consulting, advisory, integration, and managed services business models.

• Facilitate partner enablement through sales materials, training programs, and collaborative go-to-market strategies.

• Negotiate and oversee commercial agreements, including referral and partnership contracts.

• Engage throughout the sales process, including qualification, proposal development, and deal closure, in collaboration with account executives.

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

• Represent the GSI/MSP/Channel business in partner reviews, pipeline discussions, and important customer meetings.

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

• Keep track of market trends, competitor activities, and evolving partner requirements.

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

• Identify key markets, partner profiles, and high-potential service offerings.

• Define and implement scalable sales plays, commercial models, and key performance indicators (KPIs).

• Create repeatable strategies for bundling, co-selling, and driving partner-led revenue generation.

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

⛳️ Requirements

• Over 8 years of experience in enterprise sales or partner/channel leadership within the Channel, GSI, Cloud, or SaaS sectors.

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

• Proficient in GSI/MSP/Channel business models, pricing strategies, bundling techniques, and sales cycles.

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

• A proven history of closing complex, multi-year deals and fostering trusted relationships with C-level executives.

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

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

• Ability to excel in a fast-paced, matrixed, entrepreneurial environment.

• 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, utilizing tools and AI for partner management and business execution.

• Data-driven approach with robust analytical skills to assess KPIs, pipeline, certifications, accreditations, and marketing performance.

• Proven track record of exceeding revenue quotas and delivering measurable growth.

🏝️ Benefits

• Fully remote work.

• An equal opportunity employer.

• Commitment to workplace diversity, equity, and inclusion.

• Accommodations available for candidates with disabilities.