Channel Account Manager, Partner Sales – VAR Channel

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

📋 Description

• Take ownership of and surpass sales quotas via VAR partners, focusing on both acquiring new customers and expanding within current accounts.

• Formulate and implement partner growth strategies aimed at increasing distribution and enhancing market penetration.

• Build and maintain a reliable sales pipeline, ensuring precise forecasting and consistent execution.

• Engage and influence partner sales teams through training, enablement, and collaborative go-to-market execution.

• Manage the deal lifecycle, which includes deal registration, conflict resolution, and progressing opportunities.

• Act as a trusted advisor and subject matter expert for partners in customer engagements and solution positioning.

• Lead initiatives for account planning and mapping in alignment with strategic priorities and high-value opportunities.

• Work in collaboration with Sales, Product, Operations, and Finance to guarantee smooth post-sale execution and customer success.

• Negotiate and oversee partner agreements.

• Uphold CRM excellence in Salesforce through accurate forecasting, pipeline hygiene, and communication tracking.

• Ensure financial accuracy, including partner invoice reconciliation and revenue alignment.

• Present product demonstrations and engage in technical discussions during sales presentations.

• Cultivate relationships at the executive level within partner organizations.

• Report directly to the Director of Partner Sales – Americas.

• Develop new distribution channels, accelerate partner-led revenue, and create a predictable, scalable pipeline.

⛳️ Requirements

• Proven track record in channel sales, partner management, or indirect sales models, ideally in SaaS, telecom, or compliance solutions.

• Demonstrated capability to build and scale VAR partnerships while driving partner-led revenue growth.

• Strong executive presence and communication abilities, with the capacity to influence across all levels and engage C-Suite leaders.

• Experience in managing complex sales cycles, negotiations, and partner agreements.

• Proficient in Salesforce and best practices for pipeline management.

• Ability to function as both a strategic leader and a hands-on contributor in a dynamic environment.

• Comfortable with presenting and demonstrating solutions in both customer and partner contexts.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Flexible spending account.

• Stock options.

• “Take-what-you-need” time off policy.

• Flexible work arrangements.

• 4% 401K match, fully vested on day one.

• Sabbatical after six years of service.

• Employee-recognition program.