Channel Account Manager - Seattle

Alkira•Seattle, WA

12d•$96,038 - $160,051•Onsite

About The Position

Alkira is seeking a Channel Account Manager based in or near Seattle to own and grow its partner ecosystem across the US Western region. The role recruits, onboards, enables, and drives revenue through partners including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers. It also builds relationships across the US–Canada border and supports Alkira's presence on both sides of the border. The position reports to the VP of Channels and involves approximately 50% travel across the territory, including travel into Canada as needed. The Channel Account Manager develops partner relationships from executive sponsors to field sales and technical teams, creates territory coverage plans, and drives pipeline and revenue through joint account planning, demand generation, and co-selling. The role uses Alkira Connect's tiered margins, rebates, MDF, and velocity incentives to encourage partner-sourced pipeline and early deals, and maintains partner pipeline and forecast reporting in Alkira's CRM/PRM. The role also educates and certifies partner teams on Alkira's network infrastructure-as-a-service platform, executes partner program initiatives and joint marketing campaigns, and supports trainings, roadshows, and events. The Channel Account Manager collaborates with direct sales, marketing, and sales engineering teams; identifies partner opportunities; and represents Alkira at partner events, industry conferences, and customer-facing engagements. Alkira describes its workplace culture as human and connected, with clear expectations, trust, support, shared accountability, and collaboration. The company follows the Lumen 8 behaviors. The anticipated annual base salary range is $96,038–$160,051; individual pay depends on skills, experience, location, and other relevant factors. Selected candidates will undergo a background screen, which may include criminal-record, motor-vehicle-report, and/or drug screening depending on position requirements.

Requirements

At least 5 years of experience in channel sales, partner account management, or alliances; networking, cloud, or SaaS experience is preferred.
Established relationships with VARs, GSIs, MSPs, TSDs/master agents, or cloud service providers.
Strong understanding of enterprise IT infrastructure, cloud networking, and partner go-to-market motions.
Demonstrated success driving revenue through indirect sales and partner-led opportunities.
Ability to develop joint business plans, manage partner programs, and execute go-to-market strategies across a multi-market territory.
Excellent communication, presentation, and relationship-building skills.
Self-motivated and able to thrive in a fast-paced, high-growth startup environment.
Based in or near Seattle, WA.
Valid passport and ability to travel approximately 50% of the time.

Nice To Haves

Experience in networking, cloud, or SaaS.
Established relationships with enterprise-focused partners in the US West corridor.
Comfort navigating a cross-border, dual-currency territory.

Responsibilities

Recruit, onboard, and manage strategic channel partners across the US Western region, including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers.
Serve as the primary contact for territory partners and build relationships with executive sponsors, field sales teams, and technical teams.
Build and execute a coverage plan across key Western metropolitan areas, prioritizing investment based on partner and customer demand.
Drive pipeline and revenue growth through joint account planning, demand generation, and co-selling with territory partners.
Use Alkira Connect's tiered margins, rebates, MDF, and velocity incentives to accelerate partner-sourced pipeline and time-to-first-deal.
Maintain accurate partner pipeline and forecast reporting in Alkira's CRM/PRM for channel and regional sales leadership.
Educate and certify partner sales and technical teams on Alkira's NIaaS platform and Connect Services Attach Plays.
Execute partner program initiatives, incentives, and joint marketing campaigns across the territory.
Run and support partner trainings, roadshows, and events.
Collaborate with direct sales, marketing, and sales engineering teams on territory channel initiatives and joint opportunities.
Identify new partner opportunities across target verticals in the Northeast U.S. and Eastern Canada to broaden Alkira's footprint.
Represent Alkira at partner events, industry conferences, and customer-facing engagements, including travel into Canada as needed.