Channel Account Manager- West

About the company

The company is the global leader in Microsoft 365 (M365) tenant resilience, serving over 23 million users worldwide. We empower the world’s leading organizations to master the complexity of Microsoft M365.  Through robust security and precise governance, we help ensure that our client’s environments stay cyber-resilient and productive, no matter how complex they are.

Our unified, cloud-native platform delivers powerful automation, rapid value, and end-to-end visibility across the entire M365 ecosystem. Backed by world-class support and a collaborative, innovative culture, the company is a place where your ideas matter, and your work truly impacts global enterprises.

Job Summary

The Channel Account Manager will establish influential executive-level partner relationships, build quarterly and ad-hoc business plans, design and deliver sales and technical training, lead/manage to- and through- partner marketing activities, act as the partners’ advocate within the company articulating Partners’ business value to the company sales, and other duties as assigned.

The desired candidate will have 4+ years’ reseller channel management experience with experience and a proven track record developing a partner ecosystem with VARs, SI's, and Distributors, within a SaaS model.

Success in launching new technologies is a plus. The candidate will possess the personal drive to deliver what needs to get done, while also having an empathetic and nurturing personality necessary to grow long-term relationships.

Responsibilities

• Become an expert in all things the company.

• Drive net new Channel Sourced pipeline and revenue.

• Create and execute joint partner plans that drive growth for both organisations.

• Work collaboratively with the company sales teams to identify key opportunities, develop sales forecasts, and remove potential obstacles.

• Educate partner executives, LOB, and sales teams on the company products, programs, promotions, pricing, and sales campaigns.

• Develop and execute customer-facing and internal partner marketing activities in Enterprise, Public Sector, Security and Microsoft Space.

• Conduct quarterly and ad-hoc partner business reviews to ensure aligned with the objective.

• Regularly report on partner achievements and assigned metrics.

• Make recommendations regarding channel partner program tools, incentives, and go-to-market messaging.

Requirements

• 4+ years of channel management experience with VARs/SI in SaaS Microsoft/Security Space

• Demonstrated channel sales and development success

• Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches

• Ability to develop relationships and engage at all levels with partners (Sales to C-suite

• Fluency in Salesforce and other business software

• Ability to work with minimal supervision, balance multiple priorities, and achieve deadlines

• Engaging personality, polished verbal and written communication skills, and meticulous attention to detail

The company Values

Ownership Mindset :   Take ownership. Drive outcomes.

One Team : One team, one goal, embracing diversity - to achieve more together.

Velocity: Decide fast. Deliver fast. Repeat.

Continuous Improvement : Curiosity drives us. We challenge the status quo.

Customer First: Listen deeply. Solve boldly.

Resilience: Steady under pressure.

The company is an organisation which values the strength that diversity brings to the workplace. As an employer, we seek to promote equal opportunity through affirmative action. All qualified applicants will therefore receive consideration for employment and will not be discriminated against based on gender/sex, race/ethnicity, disability, age or any other protected group status (such as protected veteran status) or characteristic that is protected by local legislation.

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