Channel Account Manager

ADARA; United Kingdom; Remote; GBP 45,000 - 65,000; Full time

Job summary

Zadara, a leading AI edge cloud provider, is seeking a Channel Account Manager to grow the business through resellers, distributors, and channel partners. This hands-on role focuses on turning partnerships into measurable pipeline and revenue while enabling partner programs and joint go-to-market initiatives.

You'll work with the EMEA sales, technical, and marketing teams to align opportunities, set targets, and drive pipeline.

Qualifications

• 3–4 years of experience in channel sales or partner management.
• Experience with resellers, distributors, and technology partners in cloud/infrastructure.
• Proven ability to convert partnerships into pipeline and revenue.
• Experience with enablement, planning, target setting, pipeline management, and QBRs.
• Strong competitive positioning and partner enablement against competitors.
• Excellent communication, presentation, negotiation, and relationship skills.
• Self-motivated and able to work in a fast-paced regional EMEA team.

Responsibilities

• Develop and grow relationships with resellers, distributors, and channel partners.
• Drive partner onboarding, activation, and engagement.
• Develop channel programs and joint go-to-market activities to drive pipeline.
• Set partner targets and conduct pipeline reviews and QBRs.
• Collaborate with Sales, Marketing, Product, and Solution Architecture teams to support partners.
• Track activity and maintain accurate CRM data.
• Support partner and customer events and conferences.

Skills

Channel sales

Partner management

Business development

Technology sales

CRM

Education

Bachelor's degree or equivalent relevant professional experience

Tools

CRM software

Job description

Who We Are

Zadara is a leading provider of AI edge clouds, delivering a groundbreaking distributed cloud platform purpose-built for sovereign AI applications. Zadara platform powers advanced AI capabilities with the simplicity, agility, and flexibility of cloud computing while ensuring seamless multi-tenancy through fully automated, end-to-end provisioning of compute, storage, and networking resources. Zadara’s vision is to build and operate the largest global Edge Cloud Network to enable innovative technologies & services that improve the way the world communicates, works, heals, travels and plays. We have a global and diverse workforce that is growing as we expand our customer base. Together as a team we are making an impact on the Edge Cloud market.

Our Zadarian Culture

All Zadarians are finding their edge by living and breathing our core values; We are One Team, We are Respectful, We are Accountable, We are Achievers, We are Visionaries.

We believe that good things happen to people and business in a culture of choice. Where diverse and individual needs, wants and wishes are respected and rewarded — where the possibilities are limitless. Here you can, breakout and breakthrough to do your best work.

What Diversity & Inclusion Mean to Us

We are 'One Team' is one of Zadara’s core values and it’s more than just a phrase. It reflects our commitment to creating a Culture where every individual feels seen, heard, and valued. At Zadara, we celebrate the richness that comes from a wide spectrum of cultures, backgrounds, generations from Gen Z to Baby Boomers and the unique talents and skills each person brings. Our global team represents a vibrant mix of perspectives that fuels innovation, drives collaboration, and shapes a forward-thinking, people-centered workplace. At Zadara we embrace our differences and turn those differences into our greatest strengths. That’s how we grow stronger together.

Your Team & Role

The Channel Account Manager will grow Zadara's business through resellers, distributors, and channel partners. This is a hands-on, results-driven role focused on turning partner relationships into measurable pipeline and revenue.

The role will drive partner onboarding and enablement, develop channel programs, set and track targets, manage deal progression and pipeline reviews, and coordinate sales and technical training. The Channel Account Manager will also support joint marketing activities and business events, working closely with Zadara's sales, technical, and marketing teams to ensure partners have the tools and support needed to succeed.

Your Day to Day

• Develop and grow strong relationships with resellers, distributors, and strategic channel partners.

• Drive partner onboarding, activation, and engagement through business planning and regular communication.

• Develop and execute channel programs and joint go-to-market activities to drive pipeline and revenue.

• Set partner targets and conduct regular pipeline, forecast, performance reviews, and QBRs.

• Work with partners to identify customer opportunities, develop account strategies, and drive deals through the sales cycle.

• Develop and deliver sales and technical training and enablement programs.

• Ensure partners understand Zadara's value proposition, use cases, competitive differentiation, and how to effectively position against key competitors.

• Collaborate with Sales, Marketing, Product, and Solution Architecture teams to support partner opportunities.

• Support and participate in partner and customer events, conferences, and other channel activities.

• Track partner activity, pipeline, forecasts, and results while maintaining accurate information in the CRM.

• Stay current on market trends, competitive offerings, and developments within the channel ecosystem.

• Work as an integral part of the EMEA team, collaborating with regional sales and technical teams to execute the channel strategy.

What You Bring

• 3–4 years of experience in channel sales, partner management, business development, or technology sales.

• Experience working with resellers, distributors, and technology partners, preferably within cloud, infrastructure, data center, SaaS, or enterprise technology.

• Proven ability to develop productive partner relationships and translate them into pipeline and revenue.

• Experience with partner enablement, business planning, target setting, pipeline management, and QBRs.

• Strong understanding of competitive positioning and the ability to enable partners to effectively address competition.

• Strong communication, presentation, negotiation, and relationship-management skills.

• Hands-on, proactive, and comfortable working as part of a regional EMEA team in a fast-paced environment.

• Strong organizational skills with the ability to manage multiple partners, programs, and opportunities simultaneously.

• Experience with CRM, forecasting, and sales pipeline management tools.

Your Education

• Bachelor's degree or equivalent relevant professional experience.

Nice to haves

• Existing relationships with resellers and distributors across EMEA.

• Experience developing or executing channel programs, incentives, and partner enablement initiatives.

• Familiarity with the cloud infrastructure and virtualization competitive landscape, including VMware alternatives.

• Experience supporting partner-led events, campaigns, and joint go-to-market activities.

• Additional European languages are an advantage.

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Zadara is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, disability, veteran status, and other protected characteristics. Our recruitment process may include the use of AI-powered search tools to proactively identify candidates based on job requirements.

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