Channel Account Manager

Brivo, Inc.; Austin (TX); On-site; USD 65,000 - 85,000; Full time

Job summary

Brivo, Inc. in Austin seeks a Channel Account Manager to drive success, growth, and revenue with assigned reseller partners. The role operates on-site within a fast-growing sales team focused on maximizing partner-enabled revenue.

The CAM will collaborate with Regional Sales Managers and Sales Engineers to execute territory strategies, enable partners, and maintain a strong revenue pipeline through effective deal strategy and closing support.

Qualifications

• 3+ years of experience in channel sales, partner management, or account management (SaaS or technology preferred).
• Strong understanding of channel/reseller business models.
• Proven ability to drive partner engagement, pipeline, and revenue growth.
• Experience working cross-functionally across sales, marketing, and product teams.
• Excellent communication, presentation, and relationship management skills.

Responsibilities

• Serve as the primary point of contact for assigned reseller partners.
• Build and maintain strong relationships across executive, sales, and operational levels within partner organizations.
• Develop and execute joint success plans aligned to partner growth, adoption, and revenue outcomes.
• Monitor partner health and proactively address risks to retention or performance.
• Identify and drive cross-sell, upsell, and expansion opportunities within the partner base.
• Partner with RSMs to execute territory plans, achieve revenue targets and focus on RMR retention.
• Support partners in progressing opportunities through the sales cycle, including deal strategy, positioning, and closing support.
• Maintain visibility into the partner pipeline and contribute to accurate forecasting.
• Lead onboarding and ongoing training programs for reseller sales and technical teams.
• Ensure partners are fully equipped to position, demo, and sell solutions effectively.
• Drive adoption of partner tools, platforms, and sales resources.
• Track and improve partner readiness, certifications, and engagement levels.
• Identify and pursue expansion opportunities within existing partner accounts to increase adoption of products and services
• Engage directly in key opportunities alongside partners to influence deal strategy, positioning, and conversion outcomes.
• Align with marketing on targeted initiatives that support pipeline acceleration and market penetration, ensuring partner execution and follow-through.
• Work cross-functionally with Sales, Marketing, Product, Support, and Operations to ensure partner success.
• Act as the internal advocate for partners, providing feedback to improve products, processes, and programs.
• Coordinate with support and services teams to resolve partner issues and remove friction.
• Conduct regular Bi-annual Business Reviews (2QBRs) with partners in alignment with RSMs.
• Track and report on key performance metrics including adoption, pipeline, and revenue.
• Use data-driven insights to guide partner strategy and improve outcomes.

Skills

Channel sales

Partnership management

Relationship management

Cross-functional collaboration

Communication skills

Organization

Job description

Channel Account Manager

Department: Sales

Employment Type: Full Time

Location: Austin

Compensation: $65,000 - $85,000 / year

Description

JULY SALES CAREER FAIR!!

Austin Sales Talent: We're Hiring Channel Account Managers!

Our Austin sales team is scaling fast, and we are looking for high-performing Channel Account Managers to join us on-site!

If you are a relationship builder, a strategic closer, and someone who thrives on driving revenue growth through channel partners, this is your next big move.

Why This Role?

Impact: You'll be the strategic engine driving adoption and maximizing revenue across our reseller network.

Culture: Join a high-energy, competitive, yet deeply collaborative sales floor right here in Austin.

Growth: We invest in our people—clear paths for career progression and earning potential.

The Fast-Track Hiring Process:

We know top sales talent moves fast, so we are skipping the endless interview loops.

Job Description: The Channel Account Manager (CAM) is responsible for driving the success, growth, and productivity of assigned reseller partners within a territory. This role operates as a hybrid of channel account management and partner success, ensuring partners are fully enabled, actively selling, and consistently generating revenue.

CAM's work in close alignment with Regional Sales Managers (RSMs) and Sales Engineer (SE) to execute territory strategies, develop partner capabilities, and drive pipeline, adoption, and expansion across the reseller base. The role is accountable for both partner performance and measurable business outcomes, including revenue growth, activation, and pipeline generation.

Key Responsibilities

Partner Success & Account Management

• Serve as the primary point of contact for assigned reseller partners.
• Build and maintain strong relationships across executive, sales, and operational levels within partner organizations.
• Develop and execute joint success plans aligned to partner growth, adoption, and revenue outcomes.
• Monitor partner health and proactively address risks to retention or performance.

Revenue Growth & Sales Execution

• Identify and drive cross-sell, upsell, and expansion opportunities within the partner base.
• Partner with RSMs to execute territory plans, achieve revenue targets and focus on RMR retention.
• Support partners in progressing opportunities through the sales cycle, including deal strategy, positioning, and closing support.
• Maintain visibility into the partner pipeline and contribute to accurate forecasting.

Partner Enablement & Onboarding

• Lead onboarding and ongoing training programs for reseller sales and technical teams.
• Ensure partners are fully equipped to position, demo, and sell solutions effectively.
• Drive adoption of partner tools, platforms, and sales resources.
• Track and improve partner readiness, certifications, and engagement levels.

Pipeline Development & Market Expansion

• Identify and pursue expansion opportunities within existing partner accounts to increase adoption of products and services
• Engage directly in key opportunities alongside partners to influence deal strategy, positioning, and conversion outcomes.
• Align with marketing on targeted initiatives that support pipeline acceleration and market penetration, ensuring partner execution and follow-through.

Collaboration & Cross-Functional Alignment

• Work cross-functionally with Sales, Marketing, Product, Support, and Operations to ensure partner success.
• Act as the internal advocate for partners, providing feedback to improve products, processes, and programs.
• Coordinate with support and services teams to resolve partner issues and remove friction.

Performance Management & Business Reviews

Conduct regular Bi-annual Business Reviews (2QBRs) with partners in alignment with RSMs.

• Conduct regular Bi-annual Business Reviews (2QBRs) with partners in alignment with RSMs.
• Track and report on key performance metrics including adoption, pipeline, and revenue.
• Use data-driven insights to guide partner strategy and improve outcomes.

Skills, Knowledge and Expertise

• 3+ years of experience in channel sales, partner management, or account management (SaaS or technology preferred).
• Strong understanding of channel/reseller business models.
• Proven ability to drive partner engagement, pipeline, and revenue growth.
• Experience working cross-functionally across sales, marketing, and product teams.
• Excellent communication, presentation, and relationship management skills.
• Highly organized with the ability to manage multiple accounts and priorities