Channel Account Manager

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

📋 Description

• Manage 15-25 signed and prospective partners within a designated territory.

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

• Conduct monthly and quarterly structured engagements with partners.

• Regularly assess the portfolio as active, at-risk, or dormant, and take action to prevent partners from becoming unresponsive.

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

• Oversee partner-sourced pipeline generation within the territory.

• Collaborate with SysAid AEs on co-sell initiatives, assisting partners in closing their initial deal and achieving independence.

• Log all deals in SFDC with complete field data.

• Support competitive scenarios involving ServiceNow displacement, Halo comparisons, and Freshservice transitions.

• Manage the new partner onboarding process, which includes the value proposition, product demonstration, and deal registration procedures.

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

• Gather partner feedback regarding the value proposition, competitive positioning, and product gaps for the V2 program development.

• Maintain SFDC deal, activity, and partner data with at least 95% field completion.

• Provide weekly reports on partner health, including active ratio, deal registration velocity, partner engagement, and at-risk indicators.

• Contribute to the playbook by documenting effective strategies, identifying what does not work, and suggesting necessary changes.

⛳️ 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 carrying a revenue number tied to a partner network and achieving it.

• Proficient in Salesforce as a sales system, rather than merely a database; understands the significance of clean pipelines and accurate CRM data.

• Knowledge of ITSM or IT management is a significant advantage but not mandatory.

• Each deal should have a defined next step, close date, and a transparent stage.

• Strong proactive communication skills with partners.

• Ability to document, escalate, and follow up on partner feedback effectively.

• Comfortable navigating ambiguity and establishing structure where it is lacking.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and training.

• Flexible working hours and remote work options.

• Collaborative and inclusive company culture.