Channel Account Manager

SOTIIRL SOTI Ireland Limited; España; Remote; EUR 60,000 - 90,000; Full time

Job summary

SOTI Inc in Spain is seeking a proactive Channel Account Manager to hunt new partners and expand our reseller ecosystem across Spain. This virtual role requires fluency in Spanish and English and a strong track record in B2B technology sales.

You will build executive‑level relationships, recruit VARs and system integrators, and design joint business plans to drive pipeline and revenue. A self‑driven, remote, travel‑ready approach is essential.

Qualifications

• 3+ years of successful B2B technology sales or channel development experience.
• Strong network within the IT channel in Spain, including resellers and system integrators.
• Experience selling SaaS solutions is desirable.
• Fluent Spanish and professional-level English.
• Comfortable working in a remote environment; willing to travel.

Responsibilities

• Build relationships within partner organizations up to executive level and act as a trusted advisor to drive engagement and growth.
• Expand SOTI's reseller ecosystem by proactively identifying, winning, and onboarding new channel partners (VARs, system integrators, MSPs).
• Develop and execute joint business plans, go-to-market initiatives, and sales enablement programs to drive partner-generated pipeline and revenue.
• Collaborate with Sales, Marketing and Leadership to maximize channel effectiveness and accelerate market penetration.
• Consistently exceed partner revenue targets through a proactive, results-driven approach.

Skills

Channel partner development

B2B sales

Strategic prospecting

Relationship cultivation

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. SOTI does not charge any fees at any stage of the recruitment process. You can verify the authenticity of any SOTI job opportunities by visiting SOTI Careers. SOTI shall not be liable for any fraudulent recruitment activities carried out by unauthorized individuals or organizations.

Job Title: Channel Account Manager Location: Spain - Virtual Role Type: GEO / EOR Full-time employee Language: Fluent Spanish & English

Who We Are At SOTI, we are committed to delivering best in class mobile and IoT device management solutions.

We are looking for out of the box thinkers that 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 We're Looking For SOTI’s growth and success is a result of commitment to innovation through entrepreneurial culture and leadership. Employees are driven to make an impact, offer a unique value and most importantly, be part of a winning team. This is not an account management role. We are looking for a proactive channel hunter who enjoys identifying, approaching, and winning new resellers and partners. The ideal candidate is energized by building new relationships, opening doors, creating opportunities from scratch, and expanding a high-performing channel network rather than primarily managing existing accounts.

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. Here's a stronger version that emphasizes the hunter mentality, proactive partner acquisition, and the expectation that the person will actively build and expand the channel ecosystem rather than simply manage existing partners.

What You'll Do Build strong relationships within our existing partner organizations, including executive-level, and act as a trusted advisor to drive engagement, commitment, and growth. To fill gaps, e. g. related to a lack in geographical coverage, expand SOTI's reseller ecosystem by proactively identifying, winning, and onboarding new channel partners, like VARs, system integrators, MSPs. Monitor the partner performance through pipeline creation, deal registrations, revenue contribution, and business reviews, ensuring partners remain educated, active, and productive. Develop and execute joint business plans, go-to-market initiatives, co-marketing activities, and sales enablement programs to drive partner-generated pipeline and revenue. Collaborate closely with Sales, Marketing, and Leadership teams to maximize channel effectiveness and accelerate market penetration. Consistently exceed partner revenue targets through a highly proactive, results-driven approach.

Experience You'll Bring 3+ years of successful B2B technology sales or channel development experience with a software or hardware vendor (please do not apply if you are from outside IT software/hardware). A strong network and established relationships within the IT channel ecosystem in Spain, including resellers and system integrators is required. A channel network in Portugal, in addition to the Spanish channel, would be a plus. Experience in selling SaaS solutions, is desirable. Experience with UEM/MDM/EMM would be a plus. Excellent relationship-building, presentation, and communication skills. Highly self-motivated, and comfortable working independently in a remote environment. Results-oriented with a strong sense of urgency, accountability, and ownership. Ability to thrive in a fast-paced, rapidly changing environment while maintaining a professional and customer-focused approach. Fluent Spanish and professional-level English required. Valid driver's license and willingness to travel frequently within the territory to recruit, enable, and develop partners.

About SOTI SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provide the tools organizations need to truly mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a total, flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization. At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities.

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].

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.