Channel Account Manager

Franklin Fitch; Boston (MA); Hybrid; USD 150,000 - 170,000; Full time

Benefits offered by this job

Health insurance

Flexible working environment

Stock options

Uncapped commission

Two company trips to Europe

Job summary

Franklin Fitch is seeking a Channel Account Manager to lead a portfolio of reseller and channel partners, driving revenue growth and partner engagement. You will collaborate with direct sales, enablement, and cross-functional teams to maximize partner performance and support the company’s growth trajectory.

The role focuses on pipeline development, partner-enabled opportunities, and strategic guidance to accelerate expansion across industries with uncapped commission potential and stock options.

Qualifications

• Proven experience managing reseller, channel or strategic partner relationships.
• Strong commercial mindset with a track record of delivering revenue/growth targets.
• Excellent relationship-building and stakeholder management across sales, enablement and cross-functional teams.
• Experience managing multiple partner accounts in a fast-paced, high-volume environment.

Responsibilities

• Manage and grow a portfolio of reseller and channel partners, from onboarding through to long-term account development.
• Build strong relationships with partners and drive engagement and collaboration.
• Deliver revenue targets across recurring revenue, new business and partner-sourced opportunities.
• Identify upsell, cross-sell and expansion opportunities within existing partner accounts.
• Collaborate with partners to generate new end-customer opportunities across industries and use cases.
• Support joint sales opportunities alongside direct sales teams and help shape deal strategy and pricing.
• Maintain accurate pipeline management and CRM records.
• Lead regular business reviews with partners and provide strategic guidance and product education.
• Act as the voice of the partner internally to share market feedback.

Skills

Partner relationships

Revenue growth

CRM proficiency

Forecasting

Job description

We're hiring a Channel Account Manager to join a fast-growing SaaS business currently at $40M ARR, growing 40-45% YoY on a mission to reach $100M ARR.

This is a commercially focused Channel role where you'll manage a portfolio of existing and new partners, drive partner-sourced and partner-influenced revenue, uncover new growth opportunities and support partners throughout the sales cycle. You'll work closely with direct sales, enablement and cross-functional teams to build high value relationships, maximise partner performance and directly contribute to the company's next stage of growth.

The role

• Manage and grow a portfolio of reseller and channel partners, from onboarding through to long-term account development
• Build strong relationships with partners, becoming a trusted advisor and driving long-term engagement
• Deliver against revenue targets across recurring revenue, new business, partner-sourced opportunities and pipeline generation
• Identify upsell, cross-sell and expansion opportunities within existing partner accounts
• Work collaboratively with partners to generate new end-customer opportunities across multiple industries and use cases
• Support joint sales opportunities alongside direct sales teams, helping shape deal strategy, pricing and successful deal execution
• Maintain accurate pipeline management, deal registration and CRM records
• Monitor partner performance, identifying opportunities to increase activation, engagement and commercial success
• Lead regular business reviews with partners, providing strategic guidance and ongoing product education
• Act as the voice of the partner internally, sharing market feedback and helping improve the overall partner experience

What we're looking for:

• Proven experience managing reseller, channel or strategic partner relationships
• Strong commercial mindset with a track record of delivering against revenue and growth targets
• Excellent relationship-building, communication and stakeholder management skills
• Experience managing multiple partner accounts within a fast-paced, high-volume environment
• Comfortable working collaboratively across sales, enablement and customer-facing teams
• Strong organisational skills with the ability to manage pipeline, forecasting and CRM activity
• Knowledge of the reseller or channel ecosystem is highly desirable

What's on offer:

• $150,000 - $170,000 OTE
• Uncapped commission with accelerators
• Stock options
• Health insurance
• flexible working environment
• Two company trips to Europe each year
• Clear progression opportunities within a high-growth organisation
• Collaborative, supportive and commercially driven culture