Channel Account Manager – Enterprise Software Platform (High-Growth SaaS Vendor)

The Business

• High-growth SaaS vendor operating within enterprise software, supporting organisations in managing complex technology environments and improving operational efficiency
• The platform is used by global organisations to streamline internal processes and enhance service delivery across distributed teams
• Established international customer base across North America and EMEA
• Entering a key growth phase with increased investment into indirect and partner-led go-to-market

The Opportunity

• Strategic hire to build and scale the partner and channel ecosystem across key regions
• Blend of partner acquisition, commercial ownership, and ongoing partner enablement
• Highly visible position working closely with Sales Leadership, Marketing, and Product teams
• Opportunity to shape and define the partner strategy in a growing international business

Key Duties

• Identify, recruit, and onboard new channel partners, including VARs, resellers, distributors, and strategic alliances
• Own the full partner lifecycle from initial engagement through to signed agreement and activation
• Lead commercial discussions, agreeing partnership models, margins, and go-to-market alignment
• Build and execute joint business plans with partners, aligned to revenue targets and growth objectives
• Enable partners to successfully position and sell the platform, driving a strong sell-through model into end customers
• Deliver onboarding, training, and ongoing partner enablement to ensure product understanding and commercial success
• Support partners on active opportunities, including pipeline development, deal strategy, and customer engagement
• Own partner-generated pipeline, forecasting, and revenue contribution
• Work cross-functionally to optimise partner performance, programmes, and routes to market
• Continuously identify new partner opportunities and expansion channels

Requirements

• At least 3+ years of experience in Partner or Channel Sales, Account Management, or Account Executive roles within SaaS
• Experience working with VARs, resellers, distributors, or indirect channel partners
• Proven ability to own commercial conversations and drive revenue through partners
• Strong understanding of channel sell-through models and partner enablement
• Commercially driven with experience carrying a quota (direct or partner-led)
• Experience operating in an international or multi-region environment
• Strong communication, negotiation, and stakeholder management skills
• Highly organised, able to manage multiple partners and initiatives simultaneously
• In office, Central NYC 3 days per week

Compensation

• $300-330k OTE with a 60/40 split plus equity