Channel Account Manager

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

📋 Description

• Take ownership of and implement the channel partner strategy for your designated ANZ territory, focusing on partner-driven pipeline, revenue growth, and market expansion.

• Develop and nurture a specified portfolio of SOTI channel partners, fostering robust daily relationships and establishing SOTI as a strategic long-term ally.

• Identify, recruit, and onboard new partners within your territory in line with the national and APAC channel strategy.

• Drive partner-sourced and partner-influenced opportunities by facilitating effective sell-to and sell-through processes.

• Assist the Enterprise Account Managers Team in identifying and connecting relevant channel sales personnel to enhance account relationships and promote collaborative partner engagement with the Enterprise Account.

• Be accountable for achieving an assigned target for your region.

• Collaborate closely with Partners, Account Managers, and Inside Sales to jointly create account plans and advance sales opportunities together.

• Empower partners through continuous training, sales engagement, and education on the SOTI ONE platform, device management, and security landscape.

• Support partners throughout the complete sales lifecycle, from qualification to deal strategy, customer presentations, and closing activities.

• Work with pre-sales teams (both internal and partner) and customer technical stakeholders to scope solutions, outline migration strategies, and develop business cases.

• Facilitate medium to large-scale as well as occasionally complex enterprise opportunities through partners, ensuring compliance with commercial and legal frameworks.

• Implement local go-to-market initiatives with partners, such as events, webinars, campaigns, and joint customer interactions, in partnership with the Marketing team.

• Monitor and manage partner performance against key metrics, including pipeline generation, certifications, training completion, deal registration, and revenue contribution.

• Maintain precise forecasting, pipeline management, and reporting to support revenue and growth objectives for your territory.

• Serve as the voice of partners internally, providing market insights, competitive intelligence, and feedback to Sales, Product, and Marketing teams.

• Optimize partner engagement processes and adhere to established workflows to ensure a strong, consistent experience for both partners and customers.

• Professionally represent SOTI in the ANZ market by conducting regular on-site partner visits and participating in customer and industry events as necessary.

• Foster a strong team culture by closely collaborating with fellow ANZ Channel Account Managers and the broader SOTI Sales Team.

⛳️ Requirements

• A minimum of 5 years of experience in Software Sales, Enterprise Account Management, Channel Sales, or related technology fields.

• At least 2 years of experience specifically in Channel Sales.

• A demonstrated history of driving Channel Growth, achieving sales targets, and enabling partners.

• Proven capability to formulate strategy and maintain alignment with Director+ level external contacts.

• Experience in collaborating with cross-functional teams, both internally and externally.

• Established ability to cultivate and sustain strong partner relationships, influence stakeholders, and drive collective success.

• Proven success in meeting revenue goals and forming partnerships based on mutual value.

• Exceptional communication and presentation skills suitable for CXO level interactions.

• Prior experience with Salesforce is preferred.

• Strong comprehension of partner performance metrics, sales pipelines, and enablement strategies.

• A collaborative, results-oriented mindset with the capacity to function effectively in a cross-functional environment.

🏝️ Benefits

• The People - From our modest beginnings in our founder’s basement to our leading position in the industry today, SOTI has diligently cultivated a company culture that we can all embrace. A culture that prioritizes personal growth, continuous innovation, and enjoyment.

• The Growth - Our environment promotes new ideas, fresh perspectives, and the opportunity to see them through to completion. SOTI operates in a fast-paced environment with a global reach that encourages you to leave your mark and be part of something significant!

• The Technology - You will have the opportunity to work with cutting-edge technologies and engage in complex and fascinating projects as part of highly collaborative and agile teams. You will partner with SOTI’s collaborators, including leading tech giants, keeping you at the forefront of emerging technologies.