Channel Account Manager

We are seeking Channel Account Manager candidates in both the Eastern and Western US to drive growth through our Reseller, GSI and Technical Alliance Partner ecosystem across the U.S. and Canada. This individual will own relationships with key channel partners, develop and execute joint go-to-market plans, and ensure our solutions reach customers through a leveraged, partner-driven model.

Requirements

• Drive Partner-Sourced Revenue: Achieve or exceed assigned channel sales quota by driving partner-sourced deals and incremental revenue across the region.
• Strategic Partner Management: Build, maintain, and expand strong relationships with strategic channel partners (national and regional Resellers, GSIs and Technical Alliance Partners).
• Go-to-Market Planning: Develop and execute joint business plans and go-to-market (GTM) strategies with key partners.
• Pipeline Development: Identify and pursue new business opportunities through partners.
• Partner Enablement: Increase partners’ capability to sell our solutions.
• Joint Sales Execution: Team with partner sales reps on significant opportunities to win new business (sell-with and sell-through models).
• Partner Recruitment & Ecosystem Growth: Identify, recruit, and onboard new channel partners in target markets or territories to expand our reach.
• Business Reviews & Accountability: Conduct regular business performance reviews with partner leadership.
• Cross-Functional Collaboration: Collaborate closely with internal teams to support your partners.
• Market Intelligence & Strategy: Keep a pulse on the competitive landscape and channel trends in North America.
• Regional Focus – North America: Manage the channel business across the Western half of North America, working in collaboration with your peer who manages the East and Central regions.