Channel Account Manager

Required Qualifications

• Minimum of 3 – 5 years of channel sales experience, with a strong emphasis on managing Value-Added Resellers (VARs), SIs, Boutique consulting firms, and Technology partners in the B2B high-tech space (SaaS, networking, Infrastructure, cybersecurity, etc.).
• Proven success in growing and managing a portfolio of partners with a measurable revenue impact: you can point to the pipeline you sourced and deals you helped close.
• A strong sales orientation and hunter mentality: hungry, energetic, and treats partner recruitment and pipeline generation the way a quota-carrying seller treats their number.
• A demonstrated self-starter who shows initiative and self-sufficiency: you thrive with autonomy, create your own structure, and do not need hand-holding to deliver results.
• Range across deal types: you thrive in a very active, fast-moving, deal-rich environment, and you have the skills and mindset for larger, multi-stakeholder enterprise deals as that mix grows.
• A coach’s mindset: genuine enjoyment in collaborating with sellers; you measure your impact in the team’s numbers, not just your own.
• Learning agility: you quickly master new products, ecosystems, and markets, and you are energized, not exhausted, by an environment where everything is new and changes daily.
• Start-up attitude: Ability to prioritize and act on the most important activities while working as a team to respond. Collaboration/coordination with your peers is the key to success. We are extremely fast paced.
• Embrace AI: Leveraging AI to accelerate partnerships and add efficiency to your activities will be key. AI allows us to move / respond quickly.
• In-depth understanding of partner business models, and sales cycles for a wide variety of partners.
• Experience with partner tools including PRM systems, CRM (Hubspot preferred), and deal registration platforms.
• Excellent interpersonal and negotiation skills with the ability to influence Partner executives, sales reps, and technical stakeholders.
• Minimum of 3 – 5 years of channel sales experience, with a strong emphasis on managing Value-Added Resellers (VARs), SIs, Boutique consulting firms, and Technology partners in the B2B high-tech space (SaaS, networking, Infrastructure, cybersecurity, etc.).
• Proven success in growing and managing a portfolio of partners with a measurable revenue impact: you can point to the pipeline you sourced and deals you helped close.
• A strong sales orientation and hunter mentality: hungry, energetic, and treats partner recruitment and pipeline generation the way a quota-carrying seller treats their number.
• A demonstrated self-starter who shows initiative and self-sufficiency: you thrive with autonomy, create your own structure, and do not need hand-holding to deliver results.
• Range across deal types: you thrive in a very active, fast-moving, deal-rich environment, and you have the skills and mindset for larger, multi-stakeholder enterprise deals as that mix grows.
• A coach’s mindset: genuine enjoyment in collaborating with sellers; you measure your impact in the team’s numbers, not just your own.
• Learning agility: you quickly master new products, ecosystems, and markets, and you are energized, not exhausted, by an environment where everything is new and changes daily.
• Start-up attitude: Ability to prioritize and act on the most important activities while working as a team to respond. Collaboration/coordination with your peers is the key to success. We are extremely fast paced.
• Embrace AI: Leveraging AI to accelerate partnerships and add efficiency to your activities will be key. AI allows us to move / respond quickly.
• In-depth understanding of partner business models, and sales cycles for a wide variety of partners.
• Experience with partner tools including PRM systems, CRM (Hubspot preferred), and deal registration platforms.
• Excellent interpersonal and negotiation skills with the ability to influence Partner executives, sales reps, and technical stakeholders.