Channel Account Manager

Job Description

Job Description

We are hiring a Channel Account Manager (CAM) who is responsible for building and scaling an indirect sales ecosystem across our partner base by building deep partner relationships, driving enablement, and executing joint business plans that accelerate pipeline velocity and revenue growth. This role is a core member of the go-to-market engine working closely with partner, marketing and sales leadership and teams to expand partner-sourced and partner-influenced ARR by increasing the depth, productivity, and strategic alignment of channel partner relationships.

This role suits someone who thrives at the intersection of strategy and execution—equally comfortable managing partner pipelines as they are building scale strategies and leading business reviews.

What You'll Own

Partner Sales Strategy and Execution

• Responsible for developing and executing tailored GTM strategies for each assigned partner, translating Nametag's value proposition into targeted opportunities aligned with each partner's revenue model, customer base, and internal decision-making processes.
• Build and maintain executive-level relationships within partner organizations while serving as a central liaison across Nametag's field sales, presales, distributors and resellers, ensuring strong cross-functional alignment.
• Drive structured engagement motions - including QBRs, joint account planning, partner sales briefings, workshops - that result in clear commitments and measurable outcomes
• Develop event strategy, prioritization, alignment, logistics, promotion, execution, and follow-up, working closely with marketing and sales.

Pipeline Creation and Acceleration

• Own a defined share of pipeline generation through partner-sourced and partner-influenced motions, with accountability for maintaining accurate deal registration, a weekly channel forecast, and clear visibility into pipeline health for sales and channel leadership. Data integrity is foundational, with disciplined CRM management and clean forecasting enabling effective decision-making across the organization.
• Work closely with partners to gather timely deal updates and proactively identify opportunities where targeted support (technical enablement, competitive positioning, and co-sell resources) can improve win rates, expand deal size, and extend reach into new accounts.

Recruitment and Partner Readiness

• Responsible for building a high-performing partner ecosystem through deliberate recruitment aligned to broader business objectives and comprehensive onboarding to reduce time to first sale.
• Ensure existing and new partners are fully equipped to sell effectively by delivering ongoing sales enablement and training, providing clear tools and messaging to articulate our value proposition, and partnering with Marketing to design and execute joint programs that drive measurable return.

Internal Collaboration

• Active contribution to internal systems that make channel execution repeatable: improve partner tracking processes, maintain a current view of competitive positioning and industry trends, and develop retention strategies for key accounts.
• Collaborate with internal stakeholders, including channel leadership, sales (account executives, solution engineers, customer success) and marketing, to support strategic goals and ensure alignment with the company's vision.

Competencies for success:

• Channel Ecosystem Fluency: brings first-hand, deal-level understanding of how the channel operates, including how partners prioritize vendors, build their benches, and elevate suppliers to preferred status.
• Executive Communication: leads all external interactions (QBRs, executive briefings, and joint business reviews) with confidence, structure, and clear command of the data, consistently driving toward defined outcomes. Manage forecasts with partner teams ensuring health, accuracy and velocity.
• Revenue and Outcomes Oriented: evaluates all partner activity through the lens of pipeline and revenue impact, prioritizing partners who actively sell over those with passive alignment. Every interaction is commercially oriented, advancing deals, opening new accounts, or building capabilities that translate directly into revenue.
• Data Integrity and CRM Discipline: maintains accurate deal registration, pipeline forecasts, and CRM records as a baseline professional standard, ensuring visibility and decision-making integrity across the organization. Hold themselves and their partners accountable to the principle that if it is not documented in the system, it does not exist.
• Continuous Improvement and Institutional Knowledge: enhances and scales the partner program by documenting and standardizing what works, including QBR frameworks, deal workflows, enablement assets, and partner playbooks.

What We're Looking For Required

• 5+ years of relevant experience managing channel partnerships (VARs, SIs, MSPs)
• BA/BS degree; or equivalent work experience