Reseller Channel Account Manager, Territory
$152,000–$228,000 year
On-siteRemote, Oregon, United States
Job Summary
Build and execute a channel business plan aligned with broader strategy, segmenting the partner portfolio to prioritize high-value relationships. Develop joint business plans with top-tier resellers while driving partner recruitment to close regional coverage gaps. Own aggregate territory performance by managing pipeline targets, Partner Generated ARR, and renewal rates through scaled engagement models. Lead executive-level partner relationships and alliance organizations, executing go-to-market motions with Sales and Marketing teams. Monitor channel activity via QBRs and provide performance insights to leadership. Maintain current knowledge of cybersecurity trends to translate into credible partner advocacy and sharper positioning.
Required Qualifications
- Demonstrated experience managing multiple channel, partner, or alliance relationships across a defined territory with commercial accountability and appropriate autonomy
- A track record of translating partner business plans into measurable pipeline, revenue, renewal, and performance outcomes
- Strong portfolio segmentation and prioritization skills, with the ability to balance strategic engagement for priority partners with scaled motions for a broader partner base
- Experience developing partner business plans with clear KPIs, managing performance, and running scalable enablement programs or partner events
- Confidence working across direct, indirect, and alliance sales models and collaborating with Sales, Marketing, Product, Support, and other internal teams
- Executive-level communication and influencing skills, with the ability to adapt your approach for technical teams, commercial stakeholders, and the C-suite
- Sound business and financial acumen, including an understanding of revenue, margin, and ROI
- A pragmatic, resilient approach to conflict resolution, problem-solving, and difficult performance conversations
- A results-oriented, commercially minded, and accountable working style, paired with genuine teamwork and energy
- Working knowledge of technology solutions and the broader market
- Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks
Desired Qualifications
- SaaS or cybersecurity experience is beneficial
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