Channel Account Manager - Seattle

Alkira•Seattle, WA

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 manages partners including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers, and drives revenue through joint selling and partner-led opportunities. It also involves building cross-border relationships and expanding Alkira's presence in the US and Canada. The Channel Account Manager develops partner coverage plans, creates joint business plans, generates demand, manages pipeline and forecasts, and uses Alkira Connect's tiered margins, rebates, MDF, and velocity incentives to accelerate partner results. The role educates and certifies partners on Alkira's NIaaS platform and services, conducts trainings and events, and collaborates with direct sales, marketing, and sales engineering. Travel is approximately 50% across the territory, including into Canada as needed. The anticipated annual base salary range is $96,038–$160,051. Individual compensation depends on skills, experience, location, and other relevant factors.

Requirements

At least 5 years of experience in channel sales, partner account management, or alliances, preferably in networking, cloud, or SaaS.
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.
Proven 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.
Highly 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.

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 point of contact for territory partners, building relationships with executive sponsors, field sales teams, and technical teams.
Build and execute a partner coverage plan spanning key Western metros and prioritize 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 and provide visibility to 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 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 throughout the territory, including travel into Canada as needed.