Partner Account Manager
About The Position
The Partner Account Manager drives revenue growth and channel success by managing and expanding relationships with strategic reseller and distributor partners. The role focuses on increasing market share, building executive-level relationships, and raising awareness of Ekahau product-line solutions across the partner ecosystem. The ideal candidate has channel sales experience, preferably in software or SaaS, and works effectively in a fast-paced, high-performance environment. The position manages assigned partners, executes joint business plans, supports pipeline creation and co-selling, and coordinates with internal teams to provide a strong partner experience. It also monitors partner performance and market trends, maintains accurate Salesforce records, and ensures partners follow channel policies and guidelines.
Requirements
- At least 5 years of experience in channel sales, partner account management, or similar roles.
- Proven success working with resellers, VARs, distributors, or system integrators.
- Experience selling software or SaaS solutions.
- Deep understanding of the channel sales lifecycle and partner co-selling dynamics.
- Demonstrated ability to build strong relationships with sales representatives and executive decision-makers.
- Excellent communication, negotiation, and strategic account management skills.
- Strong discipline in maintaining CRM systems and reporting accuracy.
- Ability to travel occasionally to partner or industry events (10–20%).
Nice To Haves
- Experience with wireless networking or IT infrastructure.
- Salesforce experience.
- A bachelor’s degree in Business, Marketing, or a related field.
Responsibilities
- Manage and grow revenue across a defined set of strategic reseller and distributor accounts.
- Serve as the primary point of contact for assigned partners and act as their advocate within Ekahau.
- Execute joint business plans to drive pipeline creation, deal registration, and quarterly sales targets.
- Engage strategically with partner sales representatives and identify key influencers within partner organizations to drive awareness and market share.
- Cultivate executive-level relationships with partner stakeholders and align on business goals and long-term success.
- Conduct regular partner business reviews, sales trainings, and enablement sessions.
- Identify, develop, and close co-sell opportunities with and through the partner ecosystem.
- Maintain Salesforce hygiene through accurate, timely opportunity updates, partner activity tracking, and pipeline forecasting.
- Coordinate with marketing, sales, support, and product teams to deliver a seamless partner experience.
- Monitor partner performance and market trends, providing insights and driving program improvements.
- Ensure partner compliance with Ekahau’s channel policies, pricing structures, and deal registration guidelines.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
