Channel Account Manager

Responsibilities

• Manage relationships with cybersecurity resellers, emerging partners, and distribution partners across the US and Canada.
• Recruit, onboard, enable, and activate emerging channel partners.
• Manage distribution relationships and joint initiatives to improve recruitment, enablement, operational execution, pipeline visibility, and revenue growth.
• Develop and execute annual and quarterly joint business plans.
• Create activation plans covering training, certifications, account mapping, demand generation, opportunity creation, and performance.
• Deliver sales training and enablement to reseller and distributor teams.
• Collaborate with partners, distributors, and internal sales stakeholders to qualify, register, and close opportunities.
• Develop partner-sourced pipeline through account mapping, campaigns, events, and joint go-to-market activities.
• Coordinate with sales, marketing, operations, finance, and technical teams.
• Track partner performance against revenue, pipeline, enablement, engagement, and activation KPIs.
• Support partner programs, incentives, marketing development funds, campaigns, and events.
• Monitor market trends, competitor activity, and partner feedback.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• 5+ years of experience in channel management, partner development, distribution management, or sales within cybersecurity or enterprise technology.
• Demonstrated success driving revenue through partner initiatives, recruitment, enablement, and collaboration.
• Experience developing emerging partners from recruitment through activation, pipeline creation, and revenue contribution.
• Understanding of VAR, MSP, public-sector reseller, and distributor business models.
• Ability to work with established strategic partners and emerging partners requiring hands-on development.
• Strong communication, negotiation, and relationship-building skills.
• Experience engaging senior-level stakeholders.
• Strong cross-functional collaboration and organizational skills.
• Ability to analyze partner performance metrics and create actionable plans.
• Willingness to travel up to 30–40%.

Nice-to-haves

• MBA.
• Experience with Ingram Micro, Carahsoft, Liquid PC, or comparable technology distributors.
• Experience recruiting, onboarding, enabling, and scaling emerging channel partners.
• Experience developing partner-sourced pipeline through account mapping, campaigns, seller engagement, and events.
• Familiarity with public-sector distribution and reseller models.