Partner Account Manager

Ookla•New York, NY

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 increasing awareness of Ekahau product-line solutions across the partner ecosystem. The ideal candidate has channel sales experience, preferably in software or SaaS, and thrives in a fast-paced, high-performance environment. The position manages a defined group of partner accounts, executes joint business plans, develops co-sell opportunities, and works with internal teams to provide a strong partner experience. It also monitors partner performance and market trends, maintains accurate CRM records and forecasts, and ensures partner compliance with channel policies and guidelines. Occasional travel to partner or industry events is expected (10–20%).

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.
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 advocate for them within Ekahau.
Execute joint business plans to create pipeline, support deal registration, and achieve quarterly sales targets.
Build awareness and market share by engaging partner sales representatives and identifying key influencers in partner organizations.
Develop executive-level relationships with partner stakeholders to align on business goals and long-term success.
Conduct partner business reviews, sales trainings, and enablement sessions.
Identify, develop, and close co-sell opportunities with and through the partner ecosystem.
Maintain accurate and timely Salesforce opportunity updates, partner activity tracking, and pipeline forecasts.
Coordinate with marketing, sales, support, and product teams to deliver a seamless partner experience.
Monitor partner performance and market trends, provide insights, and drive program improvements.
Ensure partner compliance with channel policies, pricing structures, and deal registration guidelines.