Channel Account Manager

Horizon3 AI

3d•$200,000 - $260,000•Remote

About The Position

The Channel Account Manager (CAM) will play a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively. The CAM will focus on delivering sales leads, managing partner relationships and ensuring Horizon3AI (H3) remains the results-oriented professional with a proven track record in channel sales.

Requirements

Minimum of 5+ yrs of experience in Channel Sales or a related field
Willingness and ability to travel up to 50% of the time.
Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.
Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.
Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm.
Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.
Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Responsibilities

Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.
Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.
Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.
Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.
Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
Plan and execute regional partner events to foster relationships and drive business growth.
Identify and map to accounts actively engaged by partners to maximize sales opportunities.
Develop comprehensive business plans for each region to achieve sales targets and objectives.
Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.
Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability.
Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace.
Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.
Oversee the management of partner marketing funds to drive joint marketing efforts effectively.