Channel Account Manager

Solink

1d•$240,000 - $270,000•Remote

About The Position

Solink is seeking a Channel Account Manager (CAM) to lead and expand its strategic partnership with Comcast. This is a quota-carrying role focused on pipeline generation, activating Comcast sellers, managing deal registrations, and collaborating with Solink's sales team to drive opportunities from initial contact through to successful implementation. The CAM will serve as the primary liaison between Solink and Comcast, fostering relationships across various divisions and levels to ensure Solink is easily understood and sold by Comcast representatives. The role involves enabling sellers, providing real-time coaching, coordinating necessary Solink resources, and proactively resolving any issues that could impede deal progress. Success will be measured by the partner-sourced pipeline and bookings generated through Comcast, the volume and quality of registered opportunities, and the co-sell revenue facilitated by the CAM.

Requirements

3–5+ years of experience in channel sales, partner management, or alliances, ideally within physical security, SaaS, networking, or a related technology environment.
Experience carrying a quota and successfully growing partner-sourced business.
Experience working within or alongside a telco, ISP, carrier, national integrator, or large MSP.
Ability to navigate divisions, regions, and multiple layers of leadership to earn seller attention and engagement.
Ability to build training that changes seller behavior.
Comfortable coaching sellers in the moment, including during live customer opportunities.
Familiarity with deal registration, co-selling, referral and resale models, MDF and incentives, joint go-to-market planning, and QBRs.
Ability to develop a joint partner plan and execute the hands-on work required for success.
Ability to confidently navigate technical conversations involving cameras, bandwidth, network topology, and integrations, and know when to involve Sales Engineering.
Ability to build credibility from frontline sellers through executive sponsors and motivate a large partner organization.
Strong communication and presentation skills.
Proficiency in using CRM and PRM data for pipeline, conversion, forecast, and activity analysis.
Must undergo a criminal records check upon hire.
Must be a Canadian Citizen (dual citizens included), or eligible to work in Canada.
Must be willing to comply with Solink’s own security policies and standards.

Nice To Haves

Individuals at the P4 level are experienced contributors who operate with a high degree of autonomy within their area of expertise.
Lead complex initiatives, influence cross-functional outcomes, and use their expertise to raise the effectiveness of those around them.

Responsibilities

Activate Comcast Sellers at Scale through training, 1:1 enablement, and live opportunity coaching.
Drive Partner-Sourced Pipeline & Bookings by creating accountability and joint activities for consistent opportunity generation and revenue conversion.
Own the Deal Registration Motion, including validation, pricing coordination, approvals, and ensuring efficient deal progression.
Run a Disciplined Co-Sell Motion with Solink Account Executives and Brand Specialists, including account mapping, joint outreach, and clarifying ownership.
Progress Pilots into Rollouts by coordinating Sales Engineering, Customer Success, and other Solink teams.
Build Repeatable Brand Plays by leveraging approved-vendor relationships and standard pricing for franchise strategies and joint outreach.
Deliver World-Class Partner Enablement covering Solink’s platform, vertical positioning, competitive plays, technical fundamentals, sales tools, and escalation paths.
Forecast, Track & Report Performance through pipeline reviews, CRM/PRM data maintenance, and providing forecasts to leadership.
Deepen Executive Relationships through Quarterly Business Reviews, facilitating executive-sponsor relationships, and driving joint planning.