Channel Account Manager

Channel Account Manager

Location: Canada | Remote Department: Partner Alliance Reports To: Doug Sutter Type: Permanent | Full-Time

About Solink

At Solink, our mission is to safeguard what matters most. We provide businesses with the tools to know sooner and act faster by transforming video security into real-time operational insights.

Our cloud-based platform integrates seamlessly with your existing cameras and systems, turning them into intelligent sensors that detect and interpret key moments. This empowers teams to make data-driven decisions, enhance security, and improve operational efficiency.

Trusted by over 35,000 locations across 60+ countries - including brands like McDonald's and JYSK - Solink delivers clarity when it counts. Our solutions help businesses reduce shrink, optimize performance, and respond proactively to potential threats.

We're growing rapidly, earning industry recognition, and scaling with purpose. We've been recognized by Deloitte's Fast 50™ and Fast 500™, Business Intelligence Group, and as one of Ottawa's Best Places to Work. And we're just getting started!

The Role

We're expanding our Channel team and hiring a Channel Account Manager (CAM) to own and grow Solink's strategic partnership with Comcast. This is a quota-carrying, pipeline-generation role responsible for activating Comcast sellers, driving deal registration, running a disciplined co-sell motion with Solink Account Executives and Brand Specialists, and progressing opportunities from initial engagement through pilot and multi-site rollout.

You'll act as the bridge between Solink and Comcast, building relationships across divisions, regions, and levels of the organization to earn seller mindshare and make Solink easy to sell. You'll be close to where the selling happens—enabling sellers, coaching live opportunities, coordinating the right Solink resources, and removing friction before it stalls a deal.

Your success will be measured by the partner-sourced pipeline and bookings generated through Comcast, the volume and quality of registered opportunities, and the co-sell revenue you help drive alongside Solink's sales organization.

What You'll Do

• Activate Comcast Sellers at Scale: Build seller engagement across Comcast divisions through training, targeted 1:1 enablement, and live opportunity coaching. Help sellers recognize when Solink is a strong fit and confidently introduce the solution to their customers.

• Drive Partner-Sourced Pipeline & Bookings: Create the cadence, accountability, and joint activity required to consistently generate qualified Comcast-sourced opportunities and convert them into revenue.

• Own the Deal Registration Motion: Manage deal registration end-to-end, including validating opportunities and site counts, coordinating pricing and approvals, protecting partner opportunities, and removing friction so deals progress efficiently.

• Run a Disciplined Co-Sell Motion: Partner with Solink Account Executives and Brand Specialists to map Comcast's install base against target accounts, coordinate joint outreach, clarify ownership throughout the sales process, and keep opportunities moving.

• Progress Pilots into Rollouts: Coordinate the right resources across Sales Engineering, Customer Success, and other Solink teams to support successful pilots and help Comcast build compelling cases for broader customer expansion.

• Build Repeatable Brand Plays: Leverage Solink's approved-vendor relationships and standard pricing within major restaurant brands to develop repeatable franchise plays, penetration strategies, introductions, and joint outreach with Comcast.

• Deliver World-Class Partner Enablement: Maintain a consistent enablement cadence covering Solink's platform, vertical positioning, competitive plays, technical fundamentals, sales tools, and escalation paths that keep Comcast sellers confident and unblocked.

• Forecast, Track & Report Performance: Run structured pipeline reviews with Comcast leadership, maintain accurate CRM and PRM data, and provide clear forecasts and performance updates to Channel and Sales leadership.

• Deepen Executive Relationships: Lead Quarterly Business Reviews, facilitate executive-sponsor relationships, and drive joint planning that strengthens the partnership and turns strategic alignment into measurable go-to-market execution.

Role Expectations

This is a P4 level role. At Solink, individuals at this level are experienced contributors who operate with a high degree of autonomy within their area of expertise. They lead complex initiatives, influence cross-functional outcomes, and use their expertise to raise the effectiveness of those around them.

In this role, you'll be expected to:

• Strategically own the Comcast partnership end-to-end, identifying where to focus across divisions, sellers, accounts, and opportunities to maximize partner-sourced pipeline, bookings, and long-term growth.

• Lead complex co-sell and partner initiatives across Comcast and Solink, proactively anticipating blockers, aligning stakeholders, and providing direction to keep opportunities and joint priorities moving forward.

• Build trusted relationships from frontline sellers through executive sponsors, influencing Comcast to prioritize Solink and creating strong alignment and accountability around shared goals.

• Develop repeatable enablement, account-mapping, brand, and go-to-market plays that improve seller activation, create pipeline, and scale what works across the Comcast organization.

• Represent the partnership across Solink, bringing forward partner, customer, and market insights to influence Sales, Channel, Marketing, Product, and other cross-functional priorities.

• Raise the effectiveness of the broader team by sharing channel expertise, coaching others through complex partner opportunities, and continuously improving the frameworks and practices used to execute the Comcast partnership.

What success looks like:

• The Comcast partnership consistently delivers against partner-sourced pipeline, bookings, and co-sell revenue goals while building a strong foundation for continued growth.

• Comcast sellers actively identify, register, and progress Solink opportunities, with successful approaches becoming repeatable across divisions and regions.

• Complex co-sell opportunities and pilots progress effectively because risks are anticipated, ownership is clear, and the right Comcast and Solink stakeholders are engaged at the right time.

• Solink has strong relationships across Comcast—from frontline sellers to executive sponsors—and is viewed as a strategic partner rather than simply another product in the portfolio.

• Joint go-to-market, enablement, and brand plays create measurable results and can be scaled across the Comcast organization rather than relying on one-off execution.

• Solink leaders and cross-functional teams trust you to represent the Comcast partnership, provide meaningful market insight, and help shape decisions that strengthen the long-term relationship.

What You Bring

• Experienced Channel Professional: You bring 3–5+ years of experience in channel sales, partner management, or alliances, ideally within physical security, SaaS, networking, or a related technology environment. You've carried a number and successfully grown partner-sourced business.

• Experienced in Large Partner Organizations: You've worked within or alongside a telco, ISP, carrier, national integrator, or large MSP and understand how to navigate divisions, regions, and multiple layers of leadership to earn seller attention and engagement.

• Enablement-Driven Coach: You know how to build training that changes seller behaviour and are comfortable coaching sellers in the moment, including during live customer opportunities.

• Fluent in Partner Mechanics: Deal registration, co-selling, referral and resale models, MDF and incentives, joint go-to-market planning, and QBRs are familiar territory.

• Strategic Thinker, Tactical Executor: You can develop a joint partner plan and then execute the hands-on work required to make it successful—from pipeline reviews and deal support to seller activation and follow-through.

• Comfortable in a Technical Sale: You don't need to be an engineer, but you can confidently navigate conversations involving cameras, bandwidth, network topology, and integrations—and know when to bring in Sales Engineering.

• Relationship Builder & Influencer: You can build credibility from frontline sellers through executive sponsors and motivate a large partner organization to prioritize Solink alongside competing solutions.

• Strong Communicator & Presenter: Whether you're training a group of sellers, running a QBR, or working through a complex opportunity, you communicate clearly, persuasively, and with the audience in mind.

• Data-Driven & Process-Oriented: You use CRM and PRM data across pipeline, conversion, forecast, and activity to identify gaps early and determine where