Channel Account Manager

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

📋 Description

• Take ownership of and expand Solink’s strategic relationship with Comcast.

• Enable Comcast sellers through training sessions, targeted one-on-one support, and live coaching on opportunities.

• Create qualified opportunities sourced from Comcast and convert them into revenue streams.

• Oversee the complete deal registration process, which includes validating opportunities and site counts, coordinating pricing and approvals, safeguarding partner opportunities, and minimizing obstacles.

• Implement a structured co-selling strategy alongside Solink Account Executives and Brand Specialists.

• Align Comcast’s install base with target accounts and facilitate joint outreach efforts.

• Collaborate with Sales Engineering, Customer Success, and other Solink teams to support pilot programs and broader customer growth.

• Design repeatable franchise strategies, penetration plans, introductions, and joint outreach initiatives with Comcast.

• Provide ongoing partner training on Solink’s platform, vertical positioning, competitive strategies, technical fundamentals, sales tools, and escalation procedures.

• Conduct pipeline assessments with Comcast leadership and maintain up-to-date CRM and PRM data.

• Deliver forecasts and performance updates to Channel and Sales leadership.

• Lead Quarterly Business Reviews and foster relationships with executive sponsors.

• Drive collaborative planning and represent the partnership throughout Solink.

• Share insights about partners, customers, and the market with Sales, Channel, Marketing, Product, and other cross-functional teams.

• Mentor others through complex partner opportunities and enhance execution frameworks.

⛳️ Requirements

• 3–5+ years of experience in channel sales, partner management, or alliances.

• Ideally, experience in the fields of physical security, SaaS, networking, or a related technology sector.

• Proven track record of managing numbers and expanding partner-sourced business.

• Experience within or in collaboration with telecom companies, ISPs, carriers, national integrators, or large MSPs.

• Ability to navigate divisions, regions, and multiple layers of leadership effectively.

• Capability to create training that influences seller behavior and coach sellers during live customer interactions.

• Understanding of deal registration, co-selling, referral and resale models, MDF and incentives, joint go-to-market strategies, and QBRs.

• Proficiency in developing joint partner plans and executing hands-on pipeline reviews, deal support, seller activation, and follow-through.

• Ability to engage in technical discussions about cameras, bandwidth, network topology, and integrations.

• Skill in establishing credibility with frontline sellers through executive sponsors and influencing a large partner organization.

• Excellent communication and presentation skills.

• Experience working with CRM and PRM data related to pipeline, conversion, forecasts, and activities.

• All candidates must agree to undergo a criminal records check upon hiring.

• Must be a Canadian Citizen (including dual citizens) or authorized to work in Canada.

• Willingness to comply with Solink’s security policies and standards.

🏝️ Benefits

• Significant equity offerings for all full-time, permanent staff members.

• Comprehensive health and dental coverage with no waiting period.

• A $500 health spending account.

• Monthly reimbursements for fitness, wellness, or mental health programs.

• Flexibility in how and where work is conducted, depending on the role.

• Opportunities for advancement based on contributions, initiative, and the ability to elevate standards.

• A transparent culture with clear expectations and constructive feedback.

• Social engagement through So-learns, Solink-o, and So-lunches.