Channel Account Manager

Role Title

Channel Sales Manager West

Location

US West cost
Regional travel across may be required.

Reporting Line

Reports to US Channel Leadership, with close alignment to US Sales, US Sales Leadership, US  Solutions Engineering, Marketing

Role Summary

The Channel Sales Manager, West is responsible for driving channel growth, partner-led revenue, and partner ecosystem development across US West.

This is a senior role focused on building a scalable and high-performing channel business. The successful candidate will own the US channel strategy, develop focus partners and distributors, accelerate partner-led opportunities, and ensure partners are enabled, certified, and capable of contributing meaningfully to regional revenue growth.

The role requires strong channel sales experience, partner management discipline, commercial execution, and the ability to work cross-functionally with sales, SE, marketing, distributors, and strategic partners. A key objective is to increase partner autonomy so that focus partners can identify, qualify, progress, and close more opportunities with reduced reliance on internal resources.

Key Responsibilities

Channel Strategy and Partner Growth

• Own and execute the US channel strategy in alignment with US business priorities.
• Identify, prioritize, and develop focus partners that can contribute meaningfully 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.
• Develop a clear partner coverage model across enterprise, commercial, mid-market, MSSP, and distributor-led motions.
• Ensure the right balance between direct sales engagement and partner-led execution.

Partner-Led Revenue and Pipeline Acceleration

• Drive channel-sourced and partner-led pipeline creation across US.
• Work with partners to identify, qualify, develop, and close opportunities.
• Accelerate partner-led opportunities by aligning partner sales teams, distributor resources, internal RSMs, SEs, marketing, and leadership.
• Ensure partners are engaged early in relevant opportunities and are clear on their role in progressing the deal.
• Support partners in account mapping, campaign execution, opportunity development, and deal strategy.
• Maintain strong visibility of partner pipeline, deal progression, forecast accuracy, and risk areas.
• Drive partner contribution to US revenue targets.

Partner Enablement and Certification

• Work closely with Channel SE, Field SE, Sales Enablement, and Marketing teams to ensure focus partners are properly trained and certified.
• Drive partner participation in sales, technical, and solution enablement programs.
• Ensure partner sales and pre-sales teams understand the value proposition, target use cases, competitive positioning, qualification criteria, and sales process.
• Track certification progress across focus partners and distributors.
• Identify partner capability gaps and coordinate the right enablement, coaching, or executive support to address them.
• Build a partner ecosystem that can increasingly run standard opportunities with greater autonomy.

Distributor and Focus Partner Management

• Manage relationships with key distributors and focus partners across US.
• Establish regular business reviews with distributors and strategic partners to review pipeline, performance, enablement, certification, marketing activities, and growth plans.
• Hold partners accountable to agreed business plans, activity targets, pipeline generation, and revenue contribution.
• Ensure distributors are actively developing and supporting the right partner community.
• Build strong executive-level relationships with priority partners and distributors.
• Address underperformance quickly through clear action plans, enablement, or partner re-prioritization.

Partner Autonomy and Operating Model

• Develop partners from assisted engagement to semi-independent and eventually independent opportunity execution.
• Define clear rules of engagement for partner-led opportunities, including when internal sales or SE support is required.
• Work with internal teams to free up RSM and SE capacity by enabling partners and distributors to manage appropriate mid-range opportunities.
• Ensure partner-led engagements maintain quality, consistency, and strong customer experience.
• Build repeatable processes for partner opportunity qualification, POV support, deal registration, escalation, and follow-up.

Success Criteria

Success in this role will be measured by the  Channel Sales Manager’s ability to grow the US channel business and contribute directly to US performance.

Required Experience

• Proven experience in channel sales, partner management, alliances, or distribution sales within enterprise technology.
• Strong experience managing channel ecosystems across 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 with the 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.

Preferred Experience

• 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 US.