Senior Channel Account Manager, North America (Technology Alliances)
Skills
- 3–5 years channel or technology partner management experience in B2B SaaS or cybersecurity
- Experience managing alliances with vendors, OEMs, or large solution integrators
- Familiarity with B2B SaaS GTM motions and selling to IT leadership (CISO/CTO)
- Strong relationship-building and presentation skills for technical and commercial audiences
- Pipeline management, forecasting accuracy, and revenue attainment
- Experience negotiating partner agreements and navigating complex stakeholders
- Ability to work autonomously in a fast-paced, high-growth environment
Responsibilities
- Develop and execute partner account strategies to accelerate joint pipeline and revenue with technology alliance partners (e.g., Unisys, Dell, CDW, SHI).
- Drive regional go-to-market alignment to increase solution integration, referral activity, and reseller momentum.
- Manage day-to-day partner relationships including QBRs, business plans, lead-sharing, forecast reviews, and cross-functional coordination.
- Build and maintain a Technology Partner Playbook and scale partner engagement processes (enablement, reporting, pipeline governance).
- Collaborate with partners on joint business plans, product integration opportunities, and market expansion.
- Partner with Product and Marketing to ensure enablement on offerings, integration points, and use cases.
- Track and drive quarterly business outcomes: partner-sourced opportunities, closed-won revenue, and ecosystem influence.
- Travel to partner meetings, joint events, and industry conferences as required.
Education
- Bachelor’s degree preferred but not required; equivalent professional experience accepted
- Relevant training or certifications in sales, partnerships, or cybersecurity are a plus
Benefits
- Competitive base salary + commission + equity plan
- 401(k) program (US) or pension (EU)
- Medical, dental, vision and life insurance (US) or statutory healthcare (EU)
- Wellness, work-from-home equipment & wifi, and learning & development stipends
- Flexible paid time off and paid parental leave
- Fully remote work with global, diverse team and mentorship from senior leaders
Average salary estimate
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