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Channel Account Manager

📅 May 29
Channel SalesAccount ManagementB2B SaaSPartner Recruitment

📜 Description

  • Own a measurable partner-sourced pipeline and revenue target, driving high-quality deal registration and accurate forecasting across your territory.
  • Recruit, sign, onboard, and enable new partners (VARs, SIs, and select distributors), serving as their primary point of contact and strategic advisor.
  • Build joint business plans and quarterly reviews with priority partners; align on GTM motions, enablement, and demand-gen to achieve shared outcomes.
  • Activate partners through structured enablement (playbooks, demos, certifications), co-selling with AEs, and coordinated marketing programs.
  • Drive field activities with clear ROI (events, workshops, executive briefings) and capture follow-through to opportunity creation and progression.

🛠️ Requirements

  • 3–6 years of channel sales/account management experience in B2B SaaS with proven results against partner-sourced pipeline and revenue goals.
  • Demonstrated success managing a territory and portfolio of partners as a trusted advisor—recruiting, enabling, and scaling performance.
  • Familiarity with partner models and agreements (Affiliate/Referral, Reseller, Technology/ISV) and the motions that make each successful.
  • Experience influencing program design (enablement, co-marketing, incentives) and carrying a number with accountability for forecast accuracy.
  • Comfort operating in fast-growing environments; you’re organized, methodical, and willing to roll up your sleeves to get the job done.
  • Proficiency with Salesforce and sales/marketing automation tools (e.g., Outreach) and a data-driven mindset for pipeline and ROI analysis.
  • Willingness to travel up to 50% for partner/customer activities.
  • An exceptional written and verbal communicator who can simplify complex value propositions and inspire partner action.
  • Highly organized, autonomous, and energized by a fast-moving, results-driven culture.
  • Passionate about Envoy’s products and the enterprise problems we solve
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