Channel Account Manager
Employment Info
JOB DETAILS
Requirements
- Minimum 5 years of experience in Software Sales, Enterprise Account Management, Channel Sales or technology.
- Minimum 2 years of Channel Sales experience.
- A proven track record of driving Channel Growth, hitting sales targets, and Partner Enablement.
- A demonstrated ability to drive strategy and alignment with Director+ level external contacts.
- Experience working with cross-functional teams internally and externally.
- Demonstrated ability to build and maintain strong partner relationships, influence stakeholders, and drive mutual success.
- Proven ability to meet revenue goals and build partnerships based on joint value.
- Excellent communication and presentation skills to CXO level.
- Previous experience working with Salesforce is preferred.
- Strong understanding of partner performance metrics, sales pipelines, and enablement strategies.
- A collaborative, results-driven mindset with the ability to work effectively in a cross-functional environment.
Responsibilities
- Own and execute the channel partner plan for your assigned ANZ territory, driving partner-led pipeline, revenue growth, and market penetration.
- Manage and grow a defined portfolio of SOTI channel partners, building strong day‑to‑day relationships and positioning SOTI as a strategic long-term partner.
- Identify, recruit, and onboard new partners within your territory in alignment with the national and APAC channel strategy.
- Drive partner-sourced and partner-influenced opportunities by enabling effective sell‑to and sell‑through motions
- You will be responsible for helping Enterprise Account Managers Team to identify and introduce relevant channel sales personnel to help triangulate account relationship and drive a collaborative partner engagement with the Enterprise Account.
- You will be responsible for delivering an assigned target for your region.
- Work closely with Partners, Account Managers, and Inside Sales to co-develop account plans and jointly progress sales opportunities.
- Enable partners through ongoing training, sales engagement, and education on the SOTI ONE platform, device management, and security landscape.
- Support partners through the full sales lifecycle, including qualification, deal strategy, customer presentations, and closing activities.
- Collaborate with pre-sales teams (internal and partner) and customer technical stakeholders to scope solutions, define migration approaches, and build business cases.
- Support medium to large, and occasional complex enterprise opportunities through partners, ensuring alignment with commercial and legal frameworks.
- Execute local go-to-market initiatives with partners, including events, webinars, campaigns, and joint customer engagements, in collaboration with Marketing.
- Track and manage partner performance against key indicators, including pipeline generation, certifications, training completion, deal registration, and revenue contribution.
- Maintain accurate forecasting, pipeline hygiene, and reporting to support revenue and growth targets for your territory.
- Act as the voice of partners internally, sharing market insights, competitive intelligence, and feedback with Sales, Product, and Marketing teams.
- Streamline partner engagement processes and follow defined workflows to deliver a strong, consistent partner and customer experience.
- Represent SOTI professionally in the ANZ market, conducting regular onsite partner visits and attending customer and industry events as required.
- Contribute to a strong team culture by collaborating closely with the other ANZ Channel Account Managers and also the broader enterprise SOTI Sales Team.
Desired Qualifications
- Previous experience working with Salesforce is preferred
Are you interested in this position?
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