Channel Account Manager

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

Job summary

Brivo in Austin is seeking a Channel Account Manager to drive success, growth, and revenue with our reseller partners in the Texas market. You will align with Regional Sales Managers and Sales Engineers to enable partners and advance pipeline.

You will manage partner relationships, develop joint success plans, and monitor performance, ensuring onboarding, enablement, and cross-sell opportunities across the partner base.

Qualifications

• 3+ years of channel sales or partner management experience.
• Experience with SaaS or technology partners.
• Proven ability to drive pipeline and revenue with partners.
• Strong communication and relationship management skills.
• Ability to work cross-functionally with sales, marketing and product teams.

Responsibilities

• Serve as the primary contact for assigned reseller partners.
• Build relationships across executive, sales, and operations within partner organizations.
• Develop joint success plans aligned to partner growth and revenue outcomes.
• Monitor partner health and address risks to retention or performance.
• Identify cross-sell, upsell, and expansion opportunities within the partner base.
• Support partners through the sales cycle with deal strategy and closing support.

Skills

Channel sales

Partner management

SaaS

Cross-functional collaboration

Communication skills

Job description

Department: Sales

Location: Austin

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

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 works 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.
• 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.

About Brivo

Brivo and Eagle Eye Networks have come together to create a category-defining, cloud‑first platform at the intersection of AI and the physical world. Our mission is simple and ambitious: to make physical spaces safer, smarter, and more autonomous—from single‑site businesses to global enterprises. As the unified global leaders in cloud-based access control and video surveillance, we provide a comprehensive digital foundation for the built environment. By combining Brivo’s pioneering building access platform with Eagle Eye’s AI‑powered video management system (VMS), we have created a system of intelligence that protects over 600 million square feet across 90+ countries. Every door, camera, and credential in our ecosystem acts as a real‑time sensor, leveraging AI to prevent incidents, improve operations, and enable entirely new workflows across sectors, including commercial real estate, retail, healthcare, education, and critical infrastructure. With a global footprint spanning headquarters in Bethesda, Maryland, and Austin, Texas, and international offices in Amsterdam, London, Bangalore, and Tokyo, we are leveraging our open APIs and cyber‑secure cloud infrastructure to reshape the future of physical security. Join us as we build the world’s most robust platform for video intelligence and smart space automation. Learn more at www.brivo.com.

Brivo is an equal employment opportunity employer and values diversity. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law. If you require reasonable accommodations during the application or interview process, please inform us.