Channel Account Manager

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.

Qualifications

• 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%.