Inside Channel Account Manager

Hoxhunt

1d•$70,000 - $110,000•Hybrid

About The Position

The Inside Channel Account Manager (ICAM) is responsible for generating pipeline through our partner ecosystem. This role sits at the intersection of Sales and Partnerships, focusing on partner-sourced and partner-influenced demand generation. You’ll work closely with Channel Account Managers, Marketing, and Sales to activate partners, create qualified opportunities, and help scale our indirect go-to-market motion. This is a high-impact role for someone who understands how to sell with partners, not around them.

Requirements

1–3 years of experience in a BDR/SDR, Channel Sales, or Partner Development role
Experience working with VARs, MSSPs, or distribution partners
Strong outbound prospecting skills across email, phone, and LinkedIn
Comfortable engaging with IT, Security, and Risk/Compliance stakeholders
Experience using CRM tools, with Salesforce preferred

Responsibilities

Source and qualify opportunities through VARs, MSSPs, and distributors
Execute outbound and inbound motions in partnership with channel partners
Support partner-led campaigns, webinars, and regional initiatives
Drive partner engagement that results in real pipeline, not vanity activity
Identify inactive or underperforming partners and re-engage them
Ensure partners are enabled on: Ideal Customer Profile (ICP) Core use cases and differentiation How to effectively position and sell the solution
Act as the first point of activation for partners before opportunities reach Sales
Qualify opportunities to agreed-upon channel standards
Hand off clean, well-documented opportunities to: Channel Account Managers Direct Sales reps (when appropriate)
Maintain strong CRM hygiene and accurate partner attribution
Own a partner-sourced pipeline target
Track and report on: Partner meetings set Opportunities created Conversion rates by partner type
Provide regular feedback to Channel Leadership on what’s working and where to improve