Channel Account Manager

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

Job summary

SOTI is seeking a Channel Account Manager in Spain (remote) to hunt and onboard new channel partners, grow a high-performing reseller network, and drive revenue with SaaS/UEM solutions. The role emphasizes independent work in a fast-paced, globally connected team.

You will engage with IT resellers and system integrators, develop joint plans, and collaborate with Sales and Marketing to accelerate market penetration while traveling as needed within the territory.

Qualifications

• 3+ years in B2B technology sales or channel development with a software/hardware vendor.
• Strong network in the IT channel in Spain; Portugal a plus.
• Experience selling SaaS; UEM/MDM/EMM a plus.
• Excellent relationship-building, presentation, and communication skills.
• Highly self-motivated, able to work remotely in a distributed team.
• Fluent Spanish and professional English.
• Willingness to travel frequently within the territory.

Responsibilities

• Build strong relationships within partner organizations, including executives and act as trusted advisor to drive engagement and growth.
• Identify, win, and onboard new channel partners to expand SOTI's reseller ecosystem.
• Monitor partner performance through pipeline, deal registrations, revenue contribution, and business reviews.
• Develop and execute joint business plans, go-to-market initiatives, co-marketing activities, and sales enablement programs.
• Collaborate with Sales, Marketing, and Leadership to maximize channel effectiveness and accelerate market penetration.
• Consistently exceed partner revenue targets through proactive, results-driven actions.

Skills

B2B technology sales

Channel development

SaaS sales

Client relationship

English proficiency

Spanish language

Remote work

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.

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.

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].