Account Manager, Channel Partners

SOTI Inc; Mississauga; Hybrid; CAD 85,000 - 120,000; Full time

Job summary

SOTI Inc in Mississauga (Hybrid) is seeking an Account Manager - Channel Partners (Canada) to drive channel-based software sales, nurture partner relationships, and expand strategic OEM alliances.

You will train partners on the SOTI ONE Platform, develop mutual plans, qualify opportunities, and collaborate with internal teams to deliver solutions; a dynamic, fast-paced role focused on Fortune 500 accounts.

Qualifications

• 3–5 years of software sales experience, with channel focus.
• Strong channel collaboration and OEM partnerships.
• Experience identifying and developing new OEMs.
• Value Selling certification or equivalent training.
• Proficiency in MS Office and Salesforce.
• Excellent communication, interpersonal, and negotiation skills.
• Experience managing Fortune 500 accounts and projects.

Responsibilities

• Train partners on the SOTI ONE Platform to drive new leads.
• Activate partners to migrate legacy customers to SOTI ONE.
• Develop and execute Mutual Plans to grow accounts.
• Prospect for potential customers via direct methods and face-to-face meetings.
• Retain clients and build strong, trusting relationships.
• Understand client needs and identify opportunities within your territory.
• Coordinate with internal teams to deliver solutions.
• Meet assigned targets for profitable sales volume in partner accounts.

Skills

Software sales (channel)

Channel partnerships

OEM collaborations

New OEM identification

Value Selling certification

MS Office & Salesforce

Communication & negotiation

Fortune 500 accounts

Job description

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Want to help SOTI write the next chapter of its story?

Join us at the SOTI Open House on Sept 30, 2026, for an inside look at what it’s like to build a Sales career at SOTI.

Wondering how this event can benefit you?

• Gain easy access to key recruiters and Sales leaders
• Explore our HQ
• Make valuable connections
• Learn how our technology helps businesses around the world

Date: September 30, 2026

Time: 9 a.m. - 4 p.m.

Location: SOTI Headquarters, Mississauga, ON

Please note: Registration does not guarantee attendance. Due to limited capacity, registrations will be reviewed and selected candidates will receive a confirmation invitation with event details.

Job Title: Account Manager - Channel Partners (Canada) Location: Mississauga (Hybrid)

Who We Are:

At SOTI, we are committed to delivering best-in‑class mobile and IoT device management solutions. We are looking for unconventional thinkers who appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done.

What’s in it for you?

The People

From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.

The Growth

Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast‑paced environment with a global reach that encourages you to make your mark and be part of something big!

The Technology

You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.

What You’ll Do

• Training partners on the SOTI ONE Platform to drive and develop new leads.
• Also, to activate partners to migrate legacy customers on the SOTI ONE Platform
• Developing and implementing strategic Mutual Plans to manage and grow accounts/opportunities.
• Prospect for potential customers using various direct methods such as calling and face‑to‑face meetings, and indirect methods such as networking
• Retaining clients and building strong, trusting relationships.
• Understanding client needs and identifying new opportunities within your territory.
• Communicating and coordinating with internal teams to deliver solutions.
• Identifying opportunities for improvement and proposing new tools and processes.
• Developing and maintaining excellent knowledge and understanding of our business, offerings, competitors, and industry.
• Prepares and conducts formal group presentations at senior management levels of larger clients (See Quarterly Business Review with RSM for deeper details)
• Partners with vendor technology representatives for product resell opportunities
• Develop and nurture a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors
• Assist with high Support Cases or issue escalations as needed in collaboration with SOTI Support
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts

Experience You’ll Bring

• 3‑5 Years' Experience with Software Sales working through a Channel.
• Deep understanding of working through a Channel
• Collaboration with Strategic Alliance with OEMs, driving net new Logos and growing existing accounts
• Identifying new OEMs to work with and building out partnerships
• Certification with Value Selling – Visualize or equivalent sales methodology training
• Proficiency in Microsoft Office and SalesForce software.
• Excellent communication, interpersonal, and negotiation skills
• Experience managing Fortune 500 accounts and projects

Use of Artificial Intelligence in Hiring

SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team only, final hiring decisions are made by people, not automation. For privacy‑related questions, please contact [e-mail]. We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [e-mail]. Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.

SOTI is a proven innovator and industry leader for simplifying business mobility solutions by making them smarter, faster and more reliable. With SOTI’s innovative portfolio of solutions, organizations can trust SOTI to elevate and streamline their mobile operations, maximize their ROI and reduce device downtime. Globally, with over 17,000 customers, SOTI has proven itself to be the go-to mobile platform provider to manage, secure and support business‑critical devices. With SOTI’s world‑class support, enterprises can take mobility to endless possibilities. For more information, visit soti.net.