Channel Account Manager

Vectra

10h•$146,000 - $245,500

About The Position

Vectra is a provider of AI-driven threat detection and response for hybrid and multi-cloud enterprises. Its platform integrates security signals across public cloud, SaaS, identity, and data center networks. The Channel Sales Manager, West is responsible for growing channel business, partner-led revenue, and the partner ecosystem across the US West. This senior role owns and executes channel strategy, develops focus partners and distributors, accelerates partner-led opportunities, and builds partner capabilities through enablement and certification. The position works cross-functionally with sales, solutions engineering, marketing, distributors, and strategic partners. A key objective is to increase partner autonomy so that partners can identify, qualify, progress, and close more opportunities with less reliance on internal resources. The role is based in the US West, with regional travel potentially required. It reports to US Channel Leadership and aligns closely with US Sales, US Sales Leadership, US Solutions Engineering, and Marketing. Success is measured by growth of the US channel business and contribution to US performance.

Requirements

Proven experience in channel sales, partner management, alliances, or distribution sales within enterprise technology.
Strong experience managing channel ecosystems across the US.
Demonstrated ability to grow partner-led pipeline and revenue.
Experience building joint business plans with distributors, resellers, MSSPs, system integrators, or strategic partners.
Strong commercial acumen and ability to connect partner activity to revenue outcomes.
Experience working with sales, pre-sales, marketing, operations, and executive stakeholders.
Ability to manage complex partner relationships and drive accountability.
Strong understanding of enterprise sales cycles, deal qualification, pipeline management, forecasting, and partner-led go-to-market models.
Excellent communication, negotiation, presentation, and executive relationship management skills.
Ability to operate independently across a regional territory and manage multiple partner priorities.

Nice To Haves

Experience in cybersecurity, SaaS, cloud, networking, data, identity, SOC, SIEM, SOAR, EDR, XDR, or related enterprise technology markets.
Existing relationships within the US partner, distributor, MSSP, or security reseller ecosystem.
Experience working in a high-growth, channel-led, or scale-up environment.
Experience developing partner certification, enablement, or partner maturity programs.
Familiarity with enterprise and mid-market buying motions across the US.

Responsibilities

Own and execute the US channel strategy in alignment with US business priorities.
Identify, prioritize, and develop focus partners that can contribute to pipeline, revenue, and year-on-year growth.
Build joint business plans with strategic partners and distributors, including revenue targets, pipeline goals, enablement plans, certification milestones, marketing activities, and executive engagement.
Segment the partner ecosystem by capability, coverage, market focus, and revenue potential, and develop a partner coverage model across enterprise, commercial, mid-market, MSSP, and distributor-led motions.
Balance direct sales engagement with partner-led execution.
Drive channel-sourced and partner-led pipeline creation across the US.
Work with partners to identify, qualify, develop, and close opportunities.
Coordinate partners, distributors, internal RSMs, solutions engineers, marketing, and leadership to accelerate partner-led opportunities.
Ensure partners are engaged early in relevant opportunities and understand their role in progressing deals.
Support partners with account mapping, campaign execution, opportunity development, and deal strategy.
Maintain visibility into partner pipeline, deal progression, forecast accuracy, and risks; drive partner contribution to US revenue targets.
Work with Channel SE, Field SE, Sales Enablement, and Marketing to train and certify focus partners.
Drive partner participation in sales, technical, and solution enablement programs, and ensure partner teams understand Vectra's value proposition, use cases, competitive positioning, qualification criteria, and sales process.
Track partner and distributor certification progress, identify capability gaps, and coordinate enablement, coaching, or executive support.
Develop a partner ecosystem capable of handling standard opportunities with greater autonomy.
Manage relationships with key US distributors and focus partners, and conduct regular business reviews covering pipeline, performance, enablement, certification, marketing, and growth plans.
Hold partners accountable to business plans, activity targets, pipeline generation, and revenue contribution; ensure distributors develop and support the appropriate partner community.
Build executive relationships with priority partners and distributors and address underperformance through action plans, enablement, or partner re-prioritization.
Develop partners from assisted engagement toward semi-independent and independent opportunity execution.
Define rules of engagement for partner-led opportunities, including when internal sales or solutions engineering support is required.
Work with internal teams to free up RSM and SE capacity by enabling partners to manage appropriate mid-range opportunities.
Ensure partner-led engagements maintain quality, consistency, and a strong customer experience.
Build repeatable processes for partner opportunity qualification, POV support, deal registration, escalation, and follow-up.