Channel Account Manager

Dropzone AI

1d•$200,000 - $250,000•Remote

About The Position

Dropzone AI is seeking a driven, partner-focused Channel Account Manager to expand and strengthen its channel ecosystem. This role involves recruiting, developing, and managing strategic relationships with resellers, solution providers, distributors, and other channel partners to accelerate growth and extend market reach. The Channel Account Manager will be responsible for developing joint business plans, enabling partners to effectively position Dropzone AI, and generating qualified pipeline through coordinated sales and marketing activities. The ideal candidate possesses strong relationship-building skills, a results-oriented approach, and an understanding of how to translate partner relationships into repeatable revenue. This is a highly collaborative position that will work closely with Sales, Marketing, Sales Engineering, Customer Success, and Product teams.

Requirements

5+ years of experience in channel sales, partner management, business development, or enterprise technology sales
A demonstrated track record of building productive partner relationships and generating channel-driven revenue
Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners
Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning
Ability to develop relationships and influence stakeholders at both executive and field levels
Excellent communication, presentation, negotiation, and relationship-management skills
Strong business judgment and the ability to prioritize partners and opportunities based on their strategic and revenue potential
Experience collaborating with sales, marketing, technical, and customer-facing teams
Comfort operating in a fast-paced, high-growth environment with evolving priorities
Ability to travel as needed for partner meetings, enablement sessions, and industry events
Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
Being data-driven is part of your DNA.

Nice To Haves

Experience working in cybersecurity, security operations, artificial intelligence, SaaS, or enterprise software
An established network within the cybersecurity channel ecosystem
Familiarity with security operations centers, threat detection and response, SIEM, SOAR, or related security technologies
Experience helping build or scale an early-stage channel program
Experience with CRM and partner relationship management platforms

Responsibilities

Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy
Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders
Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities
Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement
Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI
Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies
Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing
Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems
Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews
Gather feedback from partners and the market to help inform sales, marketing, and product strategies
Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events
Help refine channel programs, incentives, processes, and resources as the partner organization scales