Channel Account Manager, East

Description

The Channel Account Manager will be responsible for managing and growing our channel partner ecosystem in the Eastern United States. This role will involve developing and nurturing relationships with existing partners, identifying new partners, and driving joint sales and marketing initiatives to expand .ai’s footprint in the region. You will work closely with our sales, marketing, and technical teams to ensure our partners are well-equipped to sell and deliver .ai’s AI solutions to their customers.

Responsibilities

• Partner Relationship Management: Build, maintain and grow strong relationships with key channel partners (resellers, distributors, consultants, and system integrators) across the West + Central regions.
• Sales Enablement Collaborate with sales and technical teams to equip partners with the tools, training, and resources needed to sell .ai’s solutions effectively. Provide product demos, sales collateral, and technical training sessions.
• Revenue Growth: Develop and implement joint sales plans with partners to drive revenue. Monitor and support partners to ensure sales targets are met and exceeded. Track performance, forecast sales, and report on channel KPIs.
• Lead Generation & Opportunity Development: Work with the marketing team to generate and qualify leads for channel partners. Identify new business opportunities within the channel and align partners with these opportunities.
• Strategic Account Management: Oversee the end-to-end process for key partner accounts, ensuring smooth deal closure, customer onboarding, and post-sales support. Act as the escalation point for major issues during the sales process.
• Market Intelligence: Monitor and report on competitor activity, industry trends, and emerging market opportunities. Stay informed about customer needs and technology trends to keep .ai’s solutions competitive.
• Collaboration & Coordination: Serve as the primary liaison between .ai and its channel partners. Work cross-functionally with sales, marketing, product, and customer success teams to ensure strong partner engagement.
• Partner Training & Development: Organize and participate in partner onboarding sessions, certification programs, and regular training updates. Keep partners engaged and well-informed on product developments and best practices.

Requirements

• Experience: 5+ years of experience in channel sales, account management, or business development, with a strong understanding of the software and/or AI industry. Proven track record of successfully managing and growing channel partnerships. Familiarity with sales processes, forecasting, and performance tracking in a partner environment.
• Domain Expertise: A strong understanding of the cybersecurity ecosystem and relevant channel partners is required. Relevant experience recruiting, nurturing, growing, and maintaining Security Channel Partnerships.
• Strong communication and presentation skills, with the ability to influence and build relationships at all levels. Ability to work independently and take initiative while collaborating in a team environment. Excellent organizational and time-management skills. Deep knowledge of the AI and/or SaaS space is a plus.
• Education: Bachelor’s degree in Business, Marketing, Technology, or a related field (or equivalent work experience).
• Travel: Willingness to travel up to 50% within the assigned territory