Channel Account Manager

Job Description 

The Channel Account Manager is part of the ShareGate Channel Team under the Workleap Director, Partnerships & Alliances. ShareGate by Workleap is mostly sold through partners to help them deliver on M365 Migration projects. The channel team is transitioning to a proactive strategic go-to-market team that is deeply entrenched with our partners to drive value and growth. We are looking for builders who want to get in on the ground floor with the channel team and help shape the company's growth by growing key accounts, including DMRs, VARs, GSIs, SIs, and consultants. 

Responsibilities 

• Partner performance–Develop quarterly/annual go-to-market business plans with your partners that effectively execute against plans with proven ROI. 
• Drive results – Perform against set KPIs and sales targets monthly/quarterly/annually. 
• Funnel execution – Managing a partner-driven funnel and supporting the partner's sales cycles from demo to close. 
• Partner enablement – Learning, demonstrating and teaching the value of the Workleap product lines to our partners and their end customers.  
• Build relationships – Develop deep, long-term and impactful relationships with your partners across their organization, including executives, partner teams, sales teams, service teams, and marketing teams to drive revenue for the partner and Workleap. 
• Program adoption – As partner programs become available, ensure awareness and adoption of the program across your portfolio of partners. 
• Sharegate Sherpa – Act as the main point of contact for all your partners, being their go-to for all things ShareGate and bringing in additional team members and resources where needed. 
• Partner demand gen – Support your partners in creating demand for ShareGate through sales activities and strategic marketing efforts in conjunction with channel marketing. 
• Uncover growth opportunities – Work with your partners to uncover upcoming opportunities that could expand ShareGate's presence, strategic value, and sales. 
• Cross-function collaboration – Work across the partnership and revenue team to ensure your partners are well-represented and set up for success with ShareGate. 

What does your future team look like?  

 The channel team is quickly growing to support our strategic growth needs. Within the partnership department there will be the department Director, Managers, CAMs & Distribution Managers you will work alongside daily. The broader team has channel marketing, technical enablement, and operations roles that will help support your success.  

What are the next challenges awaiting your team?  

ShareGate has found a tremendous amount of success in the channel as a loved and trusted tool for partners to complete their client migrations. The challenge for the channel team will be evolving the relationship from product-centric to strategic, helping our partners proactively grow their business alongside their trusted vendor, Workleap.  

Qualifications 

• 3 to 5 years of experience in channel sales minimum;
• Experience working with partners within the US;
• Proven track record of meeting and exceeding quota;
• Experience developing and executing business plans with partners;
• Strong communication, presentation and negotiation skills;
• A clear understanding of the IT channel ecosystem;
• Solid collaboration skills;
• Excellent written and spoken English;
• Problem solver;
• Self-starter with an entrepreneurial spirit;
• Ability to travel 30% of the time. 

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Last updated on Aug 1, 2024