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Channel Account Manager
ProsperOps. Build and maintain trusted relationships with GSI/MSP/Channel partners, expanding the company's footprint across key markets .
Tech Stack
Tools & technologiesAWSAzureCloud
About the role
Key responsibilities & impact- Build and maintain trusted relationships with GSI/MSP/Channel partners, expanding the company's footprint across key markets
- Position and communicate value-led, solution-centric offerings tailored to consulting, advisory, integration, and managed services business models
- Support partner enablement with sales collateral, training, and joint go-to-market planning
- Negotiate and manage commercial agreements, including referral and partnership contracts
- Engage throughout the sales lifecycle, including qualification, proposals, and deal closure, alongside account executives
- Drive direct and indirect revenue opportunities through co-sell motions and channel synergies
- Represent the GSI/MSP/Channel business in partner reviews, pipeline discussions, and key customer meetings
- Own regional forecasting, pipeline reporting, and performance tracking
- Monitor market trends, competitor activity, and evolving partner needs
- Provide feedback to product and partner teams to shape roadmaps and growth initiatives
- Identify priority markets, partner profiles, and high-potential service offerings
- Define and roll out scalable sales plays, commercial models, and KPIs
- Establish repeatable approaches for bundling, co-selling, and partner-led revenue generation
- Lead joint marketing initiatives with Channel Partners, including Marketing Development Funds (MDF), events, and campaigns
Requirements
What you’ll need- 8+ years of experience in enterprise sales or partner/channel leadership within the Channel, GSI, Cloud, or SaaS ecosystem
- Existing relationships and deep understanding of GSI/MSP/Channel structures, influence models, and engagement with client end users
- Expertise in GSI/MSP/Channel business models, pricing, bundling approaches, and sales cycles
- Proven success launching and scaling Channel offerings across multiple regions and markets
- Track record of closing complex, multi-year deals and building trusted C-level relationships
- Experience leading or mentoring sales teams while also contributing as an individual contributor ("player/coach")
- Strong commercial and negotiation skills with a structured, outcome-driven mindset
- Ability to thrive in a fast-paced, matrixed, entrepreneurial environment
- Excellent communication, presentation, and influencing skills at the executive level
- Exposure to hyperscalers (Azure, AWS, Google Cloud) and their partner ecosystems
- Experience in SaaS-based partnering models and scaling technology alliances
- Operational excellence, leveraging tools and AI for partner management and business execution
- Data-driven mindset with strong analytical skills to measure KPIs, pipeline, certifications, accreditations, and marketing performance
- Proven ability to beat revenue-based quotas and deliver measurable growth
Benefits
Comp & perks- Fully remote work
- Equal opportunity employer
- Workplace diversity, equity, and inclusion commitment
- Accommodations available for candidates with disabilities