Channel Account Manager
Core
Building and scaling an indirect sales ecosystem by managing partner relationships, driving enablement, and executing joint business plans to accelerate pipeline and revenue.
Role type
Channel Account Manager (IC)
Builds
Partner-sourced and partner-influenced ARR through a network of VARs, SIs, and MSPs
Domain
Cybersecurity / Digital Identity / Enterprise SaaS
Required skills
Channel ecosystem fluency, Executive communication, Revenue and outcomes orientation, Data integrity and CRM discipline, Strategic partner management, Go-to-market strategy execution
Preferred skills
Intellectual horsepower, Bias for action, Ownership mindset
Technologies
CRM systems, Partner management platforms
Responsibilities
Build tailored GTM strategies for assigned partners; Maintain executive-level relationships within partner organizations; Drive structured engagement motions including QBRs and joint account planning; Own pipeline generation and forecasting for partner-sourced deals; Recruit and onboard new partners; Collaborate with internal sales, marketing, and presales teams.
Seniority
Mid-Senior, hands-on IC
