Channel Account Manager

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

📋 Description

• Activate and cultivate a portfolio of 15-25 signed and potential partners within a designated territory.

• Implement the activation playbook from the signed agreement to the initial registered deal in 45 days or less.

• Conduct structured partner engagement on a monthly and quarterly basis.

• Continuously evaluate partners as active, at-risk, or dormant and take proactive steps to prevent disengagement.

• Recruit 3-4 new IPP-qualified partners each quarter to fill geographic and vertical gaps.

• Take ownership of partner-sourced pipeline generation as the primary metric for the territory.

• Collaborate with SysAid account executives and assist partners in closing their first deal independently.

• Register all deals in Salesforce, ensuring complete field data is included.

• Provide support in competitive scenarios involving ServiceNow, Halo, and Freshservice.

• Manage the onboarding process for new partners, covering value proposition, product demonstrations, and deal registration.

• Ensure active partners can independently demonstrate Agentic AI and Copilot capabilities.

• Gather and relay partner feedback regarding value propositions, competitive positioning, and product gaps.

• Maintain Salesforce deal, activity, and partner data with over 95% field completion.

• Report on partner health weekly, including active ratios, deal registration speed, engagement metrics, and at-risk indicators.

• Document and contribute to the partner playbook.

⛳️ Requirements

• 3-5+ years of experience in channel sales, partner management, or a multi-stakeholder commercial role.

• Familiarity with technology resellers, VARs, or MSPs in a B2B SaaS environment.

• Proven track record of managing a revenue target linked to a partner network and achieving it.

• Proficiency in Salesforce, including maintaining accurate pipeline data.

• Knowledge of ITSM or IT management is a strong benefit, though not mandatory.

• Capability to recruit and activate new partners.

• Ability to communicate proactively with partners.

• Comfort in navigating ambiguity and establishing structure.

• Commitment to maintaining complete and accurate CRM data.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Health, dental, and vision insurance plans.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.