Channel Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Account Manager based in the United States.

This is an exciting opportunity for a Channel Account Manager to drive partner growth and revenue expansion across a high-value enterprise technology territory.
The role focuses on building strategic relationships with channel partners, enabling joint go-to-market initiatives, and accelerating business opportunities.
You will manage a diverse ecosystem of partners, including VARs, MSPs, cloud providers, and strategic integrators across multiple markets.
The position combines relationship management, sales execution, partner enablement, and territory strategy in a fast-growing technology environment.
You will play a key role in expanding market presence by developing partner-led opportunities and creating scalable growth programs.
This role is ideal for a self-driven sales professional who thrives in a remote, field-based environment and enjoys building long-term partnerships.

The Channel Account Manager will be responsible for developing and managing 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:

The ideal candidate is an 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.