Sr. Channel Account Manager

Responsibilities

• Build deep, strategic relationships with senior client stakeholders, positioning Backlight as a critical enabler of their business imperatives.
• Own the renewal and expansion strategy for your accounts, identifying opportunities to deepen our partnership, drive new revenue with the existing base and grow our footprint.
• Proactively monitor client health and usage and lead strategic QBRs to drive continuous productivity, data-driven optimization, and revenue growth.
• Drive internal alignment, championing client needs across Product, Engineering, and Sales to ensure our roadmap and services directly support their growth.
• Advise clients on industry trends and best practices, helping them leverage Backlight to navigate market shifts and achieve competitive advantage.

Requirements

• We're looking for someone who thrives on driving client success and shaping long term partnerships.
• 7+ years of successful B2B software/SaaS sales experience dedicated to enterprise-level channel management or strategic alliance development.
• Ecosystem expertise working with complex, diverse partner ecosystems (Global System Integrators, Value-Added Resellers, and OEM/ISV partners).
• Experience owning customer relationships within the SaaS landscape with a deep understanding of content workflows and/or asset lifecycle management including an understanding of video formats, ingest, delivery, and distribution.
• Exceptional interpersonal agility to map out and navigate dense organizational charts within massive partner enterprises along with a track record of translating complex client needs into clear action, driving measurable business outcomes and revenue-generating channel strategies.
• Exceptional ability to engage and influence senior executives, articulating value and building trust.
• Demonstrated ability to manage multiple complex accounts, balancing competing priorities and driving projects to completion.

Pay

The anticipated salary range for this position is $130,000-$160,000 annually, depending on experience, skills, and geographic location. This role also features a variable compensation structure (commissions) in addition to the base salary and benefits.

Schedule

Location: Fully remote

Eligible locations: US