Channel Account Manager

Accountabilities

• Develop and manage strategic partner relationships, driving indirect revenue growth, and expanding business opportunities across the Northeast U.S. and Eastern Canada.
• Recruit, onboard, and manage strategic channel partners, including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers.
• Serve as the primary relationship owner for partners, developing strong connections with executive sponsors, sales teams, and technical stakeholders.
• Create and execute territory coverage plans focused on key markets and opportunities across the assigned region.
• Drive pipeline generation and revenue growth through joint account planning, partner-led selling, demand generation, and co-selling initiatives.
• Leverage partner programs, incentives, and enablement resources to accelerate partner engagement and business development.
• Maintain accurate pipeline tracking, forecasting, and reporting through CRM and partner relationship management tools.
• Enable partners through training, certifications, workshops, roadshows, and sales support activities.
• Help partners effectively position and deliver technology solutions, services, and customer value propositions.
• Execute joint marketing initiatives and partner campaigns to increase market awareness and generate new opportunities.
• Collaborate with direct sales, marketing, sales engineering, and leadership teams to align channel strategies and maximize territory performance.
• Identify new partnership opportunities across target industries and expand the organization’s market footprint.
• Represent the organization at partner events, conferences, and customer engagements, including regular travel within the territory and into Canada.

Requirements

• Experienced channel sales professional with a strong background in partner ecosystems, enterprise technology, and indirect revenue generation.
• 5+ years of experience in channel sales, partner account management, alliances, or a similar role.
• Proven experience building and managing relationships with VARs, GSIs, MSPs, TSDs/master agents, cloud service providers, or technology partners.
• Experience driving revenue through indirect sales channels and partner-led opportunities.
• Strong understanding of enterprise IT infrastructure, cloud networking, SaaS, or related technology solutions.
• Demonstrated ability to create joint business plans, execute go-to-market strategies, and manage partner programs.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to manage a multi-market territory and prioritize opportunities effectively.
• Self-motivated, results-oriented, and comfortable working in a fast-paced, high-growth environment.
• Based near Boston or New York City preferred, with the ability to travel approximately 50% of the time.
• Valid passport and ability to travel regularly into Eastern Canada.
• Experience managing cross-border partner relationships is a strong advantage.

Benefits

• Fully remote, field-based position with flexibility to work from anywhere within the United States.
• Competitive salary range of $225,000 - $260,000 depending on experience, skills, qualifications, and location.
• Opportunity to own a strategic territory covering major enterprise markets and international partner relationships.
• High-impact role with significant ownership over partner growth and revenue expansion.
• Opportunity to work with experienced technology professionals and industry innovators.
• Exposure to a fast-growing technology ecosystem with strong market potential.
• Dynamic environment focused on collaboration, innovation, and professional growth.