Channel Account Manager

Vehere; Phoenix (AZ); On-site; USD 70,000 - 110,000; Full time

Job summary

Vehere seeks a Channel Account Manager to drive revenue growth through strategic channel partners in Phoenix, AZ. You will develop partner business plans, enable partners to position our AI Cyber Defense portfolio, and build executive-level relationships to accelerate joint customer outcomes.

The role blends sales strategy, partner development, and cross-functional collaboration to expand partner-driven pipeline and meet revenue objectives in a fast-paced tech environment.

Qualifications

• 5–10 years of channel sales or partner management experience.
• Experience with enterprise networking, cybersecurity, cloud, or SaaS.
• Proven success managing VARs, distributors, systems integrators, or MSPs.
• Strong executive presentation and relationship-building skills.
• Ability to manage multiple priorities in a fast-paced environment.

Responsibilities

• Develop and execute annual business plans with assigned channel partners.
• Identify opportunities to grow partner-generated pipeline, customer acquisition, and market penetration.
• Recruit, onboard, and develop strategic partners.
• Build relationships with partner executives, sales leaders, and technical teams.
• Own partner revenue targets, pipeline creation, and bookings within territory/portfolio.
• Forecast partner business and maintain a healthy pipeline.
• Ensure partners are trained, certified, and equipped to position products.
• Coordinate sales, technical, and marketing enablement programs.
• Collaborate with Sales, Marketing, Product, Customer Success, and Operations on go-to-market strategies.
• Monitor partner performance against KPIs and conduct regular reviews.

Education

Bachelor’s degree in Business, Marketing, Engineering, or related field

Tools

Salesforce

Job description

We are seeking a highly motivated Channel Account Manager to drive revenue growth through strategic channel partners. The Channel Account Manager will be responsible for developing and executing partner business plans, enabling partners to successfully position and sell our portfolio, and building strong executive relationships that accelerate joint customer success.

This role requires a blend of sales acumen, business planning, relationship management, and cross-functional collaboration to expand partner-driven pipeline and achieve revenue objectives.

Key Responsibilities

Partner Strategy & Business Development

• Develop and execute annual business plans with assigned channel partners aligned to company growth objectives.
• Identify opportunities to increase partner-generated pipeline, customer acquisition, and market penetration.
• Recruit, onboard, and develop strategic partners where required.
• Build trusted relationships with partner executives, sales leaders, and technical teams.

Revenue Growth

• Own partner revenue targets, pipeline creation, and bookings within the assigned territory or partner portfolio.
• Drive joint account planning and opportunity management with partner sales teams.
• Identify and execute co-selling opportunities alongside direct sales teams.
• Forecast partner business accurately and maintain a healthy pipeline.

Partner Enablement

• Ensure partners are trained, certified, and equipped to position the company’s products and solutions.
• Coordinate sales, technical, and marketing enablement programs.
• Promote adoption of new product launches and strategic initiatives.
• Facilitate partner access to technical resources, sales tools, and incentive programs.

Cross-functional Collaboration

• Partner closely with Sales, Marketing, Product Management, Customer Success, and Operations to execute go-to-market strategies.
• Coordinate joint marketing campaigns and demand generation activities.
• Escalate partner issues and work across internal teams to drive timely resolution.

Performance Management

• Monitor partner performance against agreed KPIs.
• Conduct regular business reviews and executive QBRs.
• Analyze pipeline, bookings, partner engagement, and market trends to identify growth opportunities.
• Recommend investments, incentives, and corrective actions to improve partner performance.

Qualifications

Required

• Bachelor’s degree in Business, Marketing, Engineering, or related field.
• 5–10 years of experience in channel sales, partner management, or enterprise technology sales.
• Experience working with enterprise networking, cybersecurity, cloud, or SaaS solutions.
• Demonstrated success managing value-added resellers (VARs), distributors, systems integrators, or managed service providers.
• Strong executive presentation and relationship-building skills.
• Excellent negotiation, communication, and business planning abilities.
• Ability to manage multiple priorities in a fast-paced environment.

Preferred

• Experience with enterprise networking, security, or cloud infrastructure.
• Familiarity with partner programs and incentive models.
• Experience using Salesforce, partner portals, and CRM tools.
• MBA or equivalent business experience.

Why Join Us

You will play a critical role in expanding our partner ecosystem, enabling partners to deliver exceptional customer outcomes, and accelerating growth across our networking and cybersecurity portfolio. This role offers significant visibility across Sales, Marketing, Product, and Executive Leadership while directly influencing company growth.

About Vehere

Vehere is an AI Cyber Defense company operating at the intersection of national security and enterprise security. Our AI-powered Network Intelligence platform, processes petabytes of network data at terabit speed. Battle-tested by global defense, intelligence and law enforcement agencies, Vehere now helps enterprises, telecom, financial institutions, critical infrastructure and Fortune 500 organizations defend against advanced threats, accelerate incident response, and strengthen cyber resilience.