Job Details

Channel Account Manager, Strategic Partner Lead
USA Remote

We are seeking an experienced and tech-savvy Channel Account Manager to help grow our channel business by managing one of our largest partners. This role will support a large and strategic globalpartner as well as other partners we look to develop, which can include Resellers, SIs, or MSPs.

Reporting to the SVP of Strategy and Alliances, the Channel Account Manager (CAM) will be responsible for maximizing the relationship with the primary partner by developing strategic partnership agreements and programs, as well as supporting the resale of our software solutions. In addition, you will act as a trusted advisor and guide all partners on how to take advantage of the opportunities in Observability-including Infrastructure, Container, Services, and AI-while accelerating partner revenue via enablement, sales support, and program execution. The CAM will be the focal point to drive co-selling between our sales teams and partner sales teams and to facilitate regular joint account engagement.

ABOUT YOU:

• You have a demonstrated track record of winning, maintaining, and expanding relationships with channel partners. You're experienced in SaaS and/or Hybrid Cloud Management and you're ready to take your career to the next level by joining an established, profitable, enterprise-focused company. You'll be part of a dynamic channel sales team that will help drive the next phase of tremendous growth.

This is a remote-first work environment, so you'll be able to work from the comfort of your home while collaborating with teammates on a variety of connectivity tools and technologies.

ROLE RESPONSIBILITIES:

• Meet or exceed quota by signing, enabling, and growing top channel partner targets
• Manage new and existing channel partners to increase pipeline and sales
• Work closely with Regional Sales Managers to build relationships and pipeline with strategic partners
• Develop and maintain a high level of fluency in solution functionality and demonstrate features/functions in an engaging manner to both technical and business audiences
• Build positive working relationships with partners to ensure smooth partner execution
• Collaborate with partners to identify new business opportunities for revenue generation
• Educate partners on the product portfolio and complementary service offerings
• Conduct regular business reviews with partners and share best practices and areas of improvement
• Work with each partner to realize value adoption of our solution and ensure positive business outcomes for common customers
• Support partners' sales and marketing initiatives
• Manage partner sales pipeline and accurately forecast monthly and quarterly sales revenue with all partners

REQUIRED QUALIFICATIONS:

• At least 10+ years of experience as a Channel Manager, preferably in the SaaS or hybrid cloud sector
• Understanding of the partner landscape, including OEMs, Resellers, MSPs, SIs
• Proven ability to develop and cultivate lasting partner relationships
• Technological mindset - able to engage in technology discussions with senior technical stakeholders
• Exceptional written and verbal communication skills with the ability to convey complex concepts clearly and simply
• Proven experience meeting and exceeding sales quotas and accurately forecasting the business
• Demonstrated success selling to and supporting an indirect channel or partner-based sales program
• Track record of collaborating and succeeding in sales organizations that foster teamwork
• Ability to travel as needed

Nice to Have:

• Experience with cloud, infrastructure monitoring, AIOps, or IT operations tooling
• Familiarity with partner ecosystems in EMEA/APAC

WHY JOIN US?

• Make a direct impact on the growth of a global technology company
• Work in a flexible, innovative, and collaborative environment
• Competitive compensation and equity opportunities
• Opportunity to shape and expand our channel partner ecosystem

We are an equal opportunity employer, and we are an organization that values diversity. We welcome applications from all qualified candidates, including minorities and persons with disabilities.

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