Channel Account Manager

Description

Activate partners. Drive pipeline. Build the playbook.

SysAid is standing up its North American partner channel from the ground up. The CAMs we hire aren't inheriting a running book of business. They're writing the activation playbook, recruiting net-new partners, and co-selling alongside some of the most active ITSM resellers in North America.

The product is genuinely differentiated: #1-rated Agentic ITSM in the Gartner 2025 Magic Quadrant, with AI built into the core, not bolted on. The program is early. The PRM and deal registration automation are being built around you in real time. The right person finds that energizing, not concerning.

Core Responsibilities:

Activate & develop your partner portfolio

Own 15-25 partners across an assigned territory: signed and prospective

Run the activation playbook from signed agreement to first registered deal in 45 days or less

Execute structured engagement with partners: monthly & quarterly

Classify your portfolio continuously: active, at-risk, dormant, and act before partners go dark

Recruit 3-4 net-new IPP-qualified partners per quarter to fill geo and vertical gaps

Drive pipeline & co-sell

Own partner-sourced pipeline generation in your territory: this is your primary metric

Work with SysAid AEs on co-sell deals: get partners through the first deal, then teach them to run it independently

Register all deals in SFDC with complete field data: downstream workflow depends on clean inputs

Support competitive situations: ServiceNow displacement, Halo comparisons, Freshservice takeouts

Enable & certify your partners

Own the new partner onboarding experience: value proposition, product demo, deal registration process

Ensure every active partner can demo Agentic AI and Copilot capabilities independently

Surface partner feedback on the value prop, competitive positioning, and product gaps; feeds directly into the V2 program build

Operate the machine

Maintain SFDC deal, activity, and partner data at 95%+ field completion: non-negotiable

Report partner health weekly: active ratio, deal reg velocity, partner engagement, at-risk flags

Contribute to the playbook: document what works, what doesn't, what should change

Requirements

You've done this before

• 3-5+ years in channel sales, partner management, or a multi-stakeholder commercial role
• Experience with technology resellers, VARs, or MSPs in a B2B SaaS context
• Carried a revenue number tied to a partner network and hit it
• Salesforce as a sales system, not just a database. You know what a clean pipeline looks like and why it matters
• ITSM or IT management familiarity is a strong advantage, not a requirement

• You operate this way
• Every deal has a next step, a close date, and an honest stage: not a wish list.
• You get energy from recruiting a new partner and getting them to the first deal, not just managing an existing book.
• You communicate proactively: partners know where their deals stand without having to ask.
• You treat partner feedback as data: document it, escalate it, follow up.
• You're comfortable with ambiguity and find it motivating to create structure where none exists.

This is probably not the right fit if...

• You need a fully built PRM, mature playbooks, and established workflows before you can be productive
• You treat CRM as something you fill out for your manager rather than how you run your business
• You've never been accountable for a revenue number tied to a partner network