Channel Account Manager East

Vectra

2h•$146,000 - $245,500

About The Position

The Channel Sales Manager, East is responsible for driving channel growth, partner-led revenue, and partner ecosystem development across the US East. This senior role owns channel strategy, develops focus partners and distributors, accelerates partner-led opportunities, and ensures partners are enabled and certified to contribute to regional revenue growth. The role works cross-functionally with sales, solutions engineering, marketing, distributors, and strategic partners, with the objective of increasing partner autonomy so focus partners can identify, qualify, progress, and close more opportunities with reduced reliance on internal resources. Regional travel may be required. The position reports to US Channel Leadership and closely aligns with US Sales, US Sales Leadership, US Solutions Engineering, and Marketing. Success is measured by growth in 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 teams, pre-sales teams, 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 partner coverage 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.
Accelerate partner-led opportunities by coordinating partner sales teams, distributor resources, internal RSMs, SEs, marketing, and leadership.
Ensure partners are engaged early in relevant opportunities and understand their role in progressing deals.
Support partner account mapping, campaign execution, opportunity development, and deal strategy.
Maintain visibility into partner pipeline, deal progression, forecast accuracy, and risk areas, and drive partner contribution to US revenue targets.
Coordinate 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; ensure partner teams understand the value proposition, target 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 an ecosystem capable of running standard opportunities with increasing autonomy.
Manage relationships with key US distributors and focus partners; 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, and ensure distributors develop and support the appropriate partner community.
Build executive-level relationships with priority partners and distributors.
Address partner underperformance through action plans, enablement, or partner re-prioritization.
Develop partners from assisted engagement to semi-independent and independent opportunity execution.
Define rules of engagement for partner-led opportunities, including when internal sales or SE support is required.
Work with internal teams to enable partners and distributors to manage appropriate mid-range opportunities and free up RSM and SE capacity.
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.