Channel Account Manager

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

📋 Description

• Take ownership of and implement the US channel strategy in line with business priorities in the US.

• Identify, prioritize, and cultivate key partners that contribute to pipeline, revenue, and annual growth.

• Develop collaborative business plans with strategic partners and distributors, outlining revenue targets, pipeline objectives, enablement plans, certification milestones, marketing initiatives, and executive engagement.

• Classify the partner ecosystem according to capability, coverage, market focus, and revenue potential.

• Create partner coverage models for enterprises, commercial sectors, mid-markets, MSSP, and distributor-led strategies.

• Foster channel-sourced and partner-led pipeline creation throughout the US.

• Collaborate with partners to identify, qualify, develop, and finalize business opportunities.

• Align the sales teams of partners, distributor resources, internal RSMs, SEs, marketing, and leadership to expedite opportunities.

• Keep track of partner pipelines, deal progressions, forecast accuracy, and risk factors.

• Enhance partner contributions to US revenue goals.

• Ensure that focus partners receive training and certification through sales, technical, and solution enablement programs.

• Monitor certification progress and address any capability gaps in partners through enablement, coaching, or executive support.

• Manage key relationships with distributors and focus partners throughout the US.

• Conduct regular business reviews that encompass pipeline, performance, enablement, certification, marketing activities, and growth plans.

• Hold partners accountable to their business plans, activity targets, pipeline generation, and revenue contributions.

• Cultivate executive-level relationships with priority partners and distributors.

• Guide partners from assisted engagement to independent opportunity execution.

• Establish rules of engagement for partner-led opportunities.

• Develop repeatable processes for opportunity qualification, POV support, deal registration, escalation, and follow-up.

⛳️ Requirements

• Proven track record in channel sales, partner management, alliances, or distribution sales in the enterprise technology sector.

• Extensive experience managing channel ecosystems across the US.

• Demonstrated success in boosting partner-led pipeline and revenue.

• Experience in crafting joint business plans with distributors, resellers, MSSPs, system integrators, or strategic partners.

• Strong commercial insight with the capability to link partner activities to revenue results.

• Background in collaborating with sales teams, pre-sales teams, marketing, operations, and executive stakeholders.

• Ability to manage complex partner relationships and enforce accountability.

• Comprehensive understanding of enterprise sales cycles, deal qualification, pipeline management, forecasting, and partner-led go-to-market strategies.

• Exceptional skills in communication, negotiation, presentation, and managing executive relationships.

• Capacity to work independently across a regional territory and handle multiple partner priorities.

• Preferred: experience in cybersecurity, SaaS, cloud, networking, data, identity, SOC, SIEM, SOAR, EDR, XDR, or other relevant enterprise technology markets.

• Preferred: established relationships within the US partner, distributor, MSSP, or security reseller ecosystem.

• Preferred: experience in a high-growth, channel-led, or scale-up environment.

• Preferred: experience in developing partner certification, enablement, or partner maturity programs.

• Preferred: familiarity with enterprise and mid-market buying behaviors across the US.

🏝️ Benefits

• Competitive base salary.

• Eligibility for an incentive plan.

• Participation in the employee equity program (stock options).

• Health care coverage.

• Income protection/life insurance.

• Access to retirement savings plans.

• Services for behavioral and emotional wellness.

• Generous time off from work.

• Comprehensive employee recognition program.