Channel Account Manager

What You’ll Do

The Channel Account Manager (CAM), will play a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively. The CAM will focus on delivering sales leads, managing partner relationships and ensuring Horizon3AI (H3) remains the results-oriented professional with a proven track record in channel sales.

• Partner Relationship Development: Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.

• Lead Generation and Conversion: Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.

• Lead Management: Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.

• Relationship Nurturing: Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.

• Strategy Execution: Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.

• Pipeline Management: Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.

• Partner Events: Plan and execute regional partner events to foster relationships and drive business growth.

• Account Mapping: Identify and map to accounts actively engaged by partners to maximize sales opportunities.

• Business Plans: Develop comprehensive business plans for each region to achieve sales targets and objectives.

• Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.

• Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.

• Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability.

• AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace

• Key Partner Strategies: Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.

• Marketing Fund Management: Oversee the management of partner marketing funds to drive joint marketing efforts effectively.

What You’ll Bring

• Experience: Minimum of 5+ years of experience in Channel Sales or a related field

• Travel: Willingness and ability to travel up to 50% of the time.

• Channel Expertise: Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.

• Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.

• High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm.

• Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.

• Sales Tools: Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Travel Required

We are a fully remote company, and this job may require up to 50% of travel to be successful. Job-related travel expenses are reviewed and must be approved by your manager.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.