Channel Account Manager

SysAid; Phoenix (AZ); On-site; USD 90,000 - 130,000; Full time

Job summary

SysAid is building its North American partner channel and seeking a results-driven channel sales leader. You will recruit and enable partners, drive co-selling with SysAid AEs, and own the partner pipeline from activation to first deal.

You will manage 15–25 partners in your territory, maintain SFDC data accuracy, and report weekly on partner health. A track record in B2B SaaS and ITSM familiarity is advantageous.

Qualifications

• 3–5+ years in channel sales, partner management, or multi-stakeholder commercial.
• Experience with technology resellers, VARs, or MSPs in a B2B SaaS context.
• Carried a revenue number tied to a partner network and hit targets.
• Salesforce is a sales system with a clean pipeline focus.
• ITSM familiarity is a strong advantage.

Responsibilities

• Own 15–25 partners across an assigned territory and drive activation from signed agreement to first registered deal.
• Execute structured partner engagement monthly and quarterly to drive pipeline.
• Recruit 3–4 net-new IPP-qualified partners per quarter to fill geo and vertical gaps.
• Own partner-sourced pipeline and co-sell deals with SysAid AEs; register deals in SFDC with complete data.
• Maintain partner data in SFDC at 95%+ field completion and report weekly on partner health.

Skills

Channel sales

Partner management

Multi-stakeholder sales

Tech resellers / VARs / MSPs

Salesforce

ITSM familiarity

Tools

Salesforce

Job description

Activate partners. Drive pipeline. Build the playbook.

SysAid is standing up its North American partner channel from the ground up. The CAMs we hire aren't inheriting a running book of business. They're writing the activation playbook, recruiting net-new partners, and co-selling alongside some of the most active ITSM resellers in North America.

The product is genuinely differentiated: #1-rated Agentic ITSM in the Gartner 2025 Magic Quadrant, with AI built into the core, not bolted on. The program is early. The PRM and deal registration automation are being built around you in real time. The right person finds that energizing, not concerning.

Core Responsibilities:

Own 15-25 partners across an assigned territory: signed and prospecti

Run the activation playbook from signed agreement to first registered deal in 45 days or less

ssExecute structured engagement with partners: monthly & quarter

Classify your portfolio continuously: active, at-risk, dormant, and act before partners go da

Recruit 3-4 net-new IPP-qualified partners per quarter to fill geo and vertical ga

Drive pipeline & co-sell

Own partner-sourced pipeline generation in your territory: this is your primary metric

Work with SysAid AEs on co-sell deals: get partners through the first deal, then teach them to run it independently

Register all deals in SFDC with complete field data: downstream workflow depends on clean input

Support competitive situations: ServiceNow displacement, Halo comparisons, Freshservice takeouts

Enable & certify your partners

Own the new partner onboarding experience: value proposition, product demo, deal registration process

Ensure every active partner can demo Agentic AI and Copilot capabilities independently. Surface partner feedback on the value prop, competitive positioning, and product gaps; feeds directly into the V2 program.

Operate the machine:

Maintain SFDC deal, activity, and partner data at 95%+ field completion: non-negotiable

Report partner health weekly: active ratio, deal reg velocity, partner engagement, at-risk flags. Contribute to the playbook: document what works, what doesn't, what should change

You've done this before

• 3-5+ years in channel sales, partner management, or a multi-stakeholder commercial
• Experience with technology resellers, VARs, or MSPs in a B2B SaaS context
• Carried a revenue number tied to a partner network and hit
• Salesforce is a sales system, not just a database. You know what a clean pipeline looks like and why it matters
• ITSM or IT management familiarity is a strong advantage, not a requirem

You operate this

• Every deal has a next step, a close date, and an honest stage: not a wish list
• You get energy from recruiting a new partner and getting them to the first deal, not just managing an existing b
• You communicate proactively: partners know where their deals stand without having to
• You're comfortable with ambiguity and find it motivating to create structure where it exists

This is probably not the right fit if...

• You need a fully built PRM, mature playbooks, and established workflows before you can be produc
• You treat CRM as something you fill out for your manager rather than how you run your bus
• You've never been accountable for a revenue number tied to a partner network