Channel Account Manager
Channel Account Manager responsible for recruiting, developing, and managing partner relationships with VARs, distributors, and MSSPs to drive pipeline, sales, and revenue growth in North America for an AI cybersecurity company. Requires 3+ years in channel/partner sales, preferably in cybersecurity or SaaS, with up to 50% travel.
About the job
Responsibilities
- Identify, recruit, and onboard new channel partners aligned with the company’s go-to-market strategy.
- Build, strengthen, and expand relationships with existing partners including VARs, distributors, and service providers.
- Deliver partner sales and technical training sessions to enhance product knowledge and sales effectiveness.
- Prioritize deal registration processes to ensure transparency, fairness, and partner engagement.
- Generate and manage monthly pipeline reports, tracking partner opportunities and forecasting accuracy.
- Measure and report on KPIs, clearly communicating results to leadership.
- Collaborate with the company’s marketing team to design and execute impactful partner marketing campaigns.
- Create, launch, and manage incentive programs to drive partner performance.
- Oversee partner enablement programs to ensure consistent readiness and engagement.
- Execute strategic initiatives that drive new account acquisition, pipeline expansion, and incremental bookings.
- Stay current on competitive market dynamics and maintain an expert understanding of the company’s value proposition.
- Contribute to channel leadership’s strategic planning and deliver insights that inform long-term business objectives.
Requirements
- 3+ years of proven success in Partner Sales or Channel Account Management, preferably in cybersecurity or SaaS.
- Deep understanding of North American partner ecosystems including VARs, distributors and MSSPs.
- Exceptional written and verbal communication; ability to present to executives and technical teams alike.
- Proven ability to prioritize effectively in a fast-paced, high-growth environment.
- Willingness to travel up to 50%.
Skills
Channel Management, Partner Sales, Vars, Distributors, Mssps, SaaS, Cybersecurity, Pipeline Management, Partner Enablement, Deal Registration, Partner Marketing, Kpi Reporting
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