Account Manager - Field

pc/nametag; New York (NY); Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Remote-first team

Health benefits

Flexible PTO

Quarterly off-sites

Job summary

Nametag is seeking a Channel Account Manager to drive partner strategies and execution for a remote US team. You will build executive-level relationships with VARs, SIs, and MSPs while coordinating with field sales, presales, distributors, and resellers to align strategies and outcomes.

Responsibilities include leading QBRs, account planning, and joint programs, plus owning pipeline generation and accurate CRM forecasting.

Qualifications

• 5+ years managing channel partnerships (VARs, SIs, MSPs).
• Proven ability to build executive-level partner relationships.
• Strong CRM and forecast accuracy discipline.

Responsibilities

• Develop and execute tailored GTM strategies for each partner.
• Maintain executive relationships and cross-functional alignment.
• Lead QBRs, joint account planning, and partner-enabled events.
• Own defined share of pipeline generation and accurate deal registration.
• Recruit and onboard high-potential partners; enable sales through training.

Skills

Channel partnerships

Executive relationships

CRM discipline

Forecasting

Tools

CRM systems

Pipeline management

Job description

Job Description Channel Account Manager Remote, US About Nametag

Nametag is building the future of secure digital identity. We bring workforce-grade identity verification into the enterprise to verify the human behind accounts and critical actions. Today, global enterprises use Nametag across their workforce to prevent social engineering and deepfake impersonation attacks.

What You'll Own

Partner Sales Strategy and Execution

Responsible for building and executing tailored GTM strategies for each assigned partner, translating Nametag's value proposition into targeted opportunities aligned with each partner's revenue model, customer base, and internal decision-making processes.

Build and maintain executive-level relationships within partner organizations while serving as a central liaison across Nametag's field sales, presales, distributors and resellers, ensuring strong cross-functional alignment.

Drive structured engagement motions - including QBRs, joint account planning, partner sales briefings, workshops - that result in clear commitments and measurable outcomes

Develop event strategy, prioritization, alignment, logistics, promotion, execution, and follow-up, working closely with marketing and sales.

Pipeline Creation and Acceleration

Own a defined share of pipeline generation through partner-sourced and partner-influenced motions, with accountability for maintaining accurate deal registration, a weekly channel forecast, and clear visibility into pipeline health for sales and channel leadership. Data integrity is foundational, with disciplined CRM management and clean forecasting enabling effective decision-making across the organization.

Work closely with partners to gather timely deal updates and proactively identify opportunities where targeted support (technical enablement, competitive positioning, and co-sell resources) can improve win rates, expand deal size, and extend reach into new accounts.

Recruitment and Partner Readiness

Responsible for building a high-performing partner ecosystem through deliberate recruitment aligned to broader business objectives and comprehensive onboarding to reduce time to first sale.

Ensure existing and new partners are fully equipped to sell effectively by delivering ongoing sales enablement and training, providing clear tools and messaging to articulate our value proposition, and partnering with Marketing to design and execute joint programs that drive measurable return.

Active contribution to internal systems that make channel execution repeatable: improve partner tracking processes, maintain a current view of competitive positioning and industry trends, and develop retention strategies for key accounts.

Collaboration and Leadership

Collaborate with internal stakeholders, including channel leadership, sales (account executives, solution engineers, customer success) and marketing, to support strategic goals and ensure alignment with the company's vision.

Executive Communication: leads all external interactions (QBRs, executive briefings, and joint business reviews) with confidence, structure, and clear command of the data, consistently driving toward defined outcomes. Manage forecasts with partner teams ensuring health, accuracy and velocity.

Revenue and Outcomes Oriented

evaluates all partner activity through the lens of pipeline and revenue impact, prioritizing partners who actively sell over those with passive alignment. Every interaction is commercially oriented, advancing deals, opening new accounts, or building capabilities that translate directly into revenue.

Data Integrity and CRM Discipline

maintains accurate deal registration, pipeline forecasts, and CRM records as a baseline professional standard, ensuring visibility and decision-making integrity across the organization. Hold themselves and their partners accountable to the principle that if it is not documented in the system, it does not exist.

Continuous Improvement

enhances and scales the partner program by documenting and standardizing what works, including QBR frameworks, deal workflows, enablement assets, and partner playbooks.

Qualifications

5+ years of relevant experience managing channel partnerships (VARs, SIs, MSPs)

~ or equivalent work experience

Earning trust is central to how we build relationships with customers and colleagues.

Values & Culture

We move quickly to deliver impact and protect our customers against fast-moving threats.

We're a remote-first team that values autonomy, inclusivity, and collaboration, with regular in-person time to stay connected and innovate together.

Remote-first / Flexibility

Remote-first: Off-sites: We bring the team together once per quarter for in-person collaboration, often off-site in new places.

Flexible schedules: Meaningful equity ownership

Comprehensive health benefits (medical, dental, vision)

Flexible paid time off

Quarterly team off-sites and travel support

New computer hardware and equipment