Channel Account Manager – Identity and Access Management

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

📋 Description

• Develop and sustain beneficial, professional relationships with key personnel in partner accounts within the designated territory.

• Organize the participation of field sales, support, services, and management resources to achieve partner performance goals and meet partner expectations.

• Continuously assess, clarify, and validate the needs of partners in a proactive manner.

• Source and sell through the partner organization to end users, collaborating with partner sales resources to build a qualified sales pipeline from the partner's existing clientele.

• Maintain a sales forecast across partners, ensuring visibility of all opportunities.

• Address potential channel conflicts with other sales channels by strictly following channel engagement rules.

• Ensure that partners within the territory attain and uphold the necessary certifications required by the partner program, while managing and reporting on partner success.

• Promote the adoption of company programs among the partners in the territory.

• Monitor registered opportunities via partners.

• Closely coordinate company executive involvement with partner and end-user customer management when necessary.

• Engage partners through business planning, ensuring that all relevant stakeholders are involved and executing all aspects, including marketing and event organization, in collaboration with the One Identity sales and marketing team to create joint campaigns and demand generation initiatives.

• Be adept at communicating One Identity messaging across the entire product portfolio, also presenting at seminars or public speaking events, and training partner sales teams on essential sales messages.

⛳️ Requirements

• Minimum of 5 years of proven experience in channel sales.

• Strong channel experience working with VARs, SIs, and MSSPs.

• Sales experience characterized by a “hunter” mentality.

• Comprehensive understanding of the partner network within the Nordic market.

• Demonstrated success in developing and maintaining partner relationships.

• Excellent communication, negotiation, and influencing skills.

• High energy, productivity, and efficiency with very high activity levels.

• Self-starter with a high level of self-awareness.

• Hands-on approach and a can-do mentality.

• Team player capable of managing priorities, targets, and tasks effectively.

• Confidence in articulating and addressing audiences at all levels.

• Willingness to learn and adapt to new messages at any time.

🏝️ Benefits

• Health and wellness programs.

• Enrollment in One Identity University for ongoing professional development.

• Flexible work arrangements.

• Support for career growth and innovation.