Senior Channel Account Manager
Drives revenue growth via strategic National Partners in cybersecurity/SaaS by building executive relationships, leading joint selling, and executing GTM strategies. Requires 6+ years channel experience, proven track record exceeding targets, and 40-50% travel.
About the job
Responsibilities
- Own and drive revenue growth through strategic National Partners by developing joint business plans, setting sales targets, and executing go-to-market strategies.
- Develop and maintain strong, trusted relationships with executive and senior leadership at key National Partner organizations.
- Expand and optimize the partner ecosystem by identifying, recruiting, and activating new partners.
- Lead joint selling efforts with partners, including account mapping, co-selling strategies, and pipeline development.
- Enable and empower partners by delivering effective sales training, marketing programs, and demand generation initiatives.
- Work cross-functionally with internal sales, marketing, and product teams.
- Leverage data-driven insights to measure partner performance and adjust strategies.
- Serve as an advocate for partners internally.
Requirements
- 6+ years of progressive experience in Channel, Complex Sales, or Business Development roles at enterprise software companies, focusing on building and scaling channel programs.
- Proven experience developing and executing channel strategies driving growth and revenue in cybersecurity and SaaS, exceeding sales targets.
- Deep, established executive-level relationships with key National Partners (e.g., CDW, SHI, Insight, GuidePoint Security).
- Advanced consultative selling and relationship-building skills.
- Proven ability to lead joint selling efforts and deliver partner enablement, training, and go-to-market strategies.
- Excellent cross-functional collaboration and communication skills.
- Advanced analytical skills using data-driven insights from pipeline tracking, forecasting, and industry trends.
- Highly organized, self-starter thriving in remote, fast-paced environments.
- Ability to travel up to 50%+.
- Preference for candidates located in Chicago, Boston, or New York.
Nice-to-Haves
- Experience mentoring junior Channel Account Managers.
Compensation
Annual base salary: $114,000 - $165,000 USD (commission-eligible).
Skills
Channel Sales, Consultative Selling, Go-To-Market Strategies, Partner Enablement, Pipeline Management, Sales Forecasting, Cybersecurity Sales, SaaS Sales, Account Mapping, Demand Generation
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