Channel Account Manager, TOLA

Remote; San Francisco (CA); Remote; USD 100,000 - 150,000; Full time

Benefits offered by this job

Fully remote with Dallas area base

Travel opportunities

Influence over channel strategy

Job summary

Partner Company in the United States is seeking a Channel Account Manager to drive channel revenue across the TOLA territory. This fully remote role is based in the Dallas metropolitan area and involves extensive travel to meet and support partners.

You will manage relationships with national and regional channel partners, develop joint business strategies, enable partners, and deliver training to optimize sales performance and product adoption.

Qualifications

• At least 5 years in channel management within the enterprise video collaboration industry.
• Proven ability to develop reseller relationships and drive pipeline and revenue.
• Experience with CRM, PRM, and partner-focused sales tools.
• Strong track record of achieving sales targets in a dynamic environment.
• Willingness to travel extensively (more than 50%).

Responsibilities

• Develop, maintain, and expand relationships with strategic national and regional reseller partners.
• Lead joint business planning, quarterly reviews, and set clear objectives and metrics.
• Deliver partner training to strengthen product knowledge and sales capabilities.
• Demonstrate and present product value to partners and end users.
• Drive go-to-market programs and MDF utilization with channel partners.
• Collaborate with cross-functional teams to align commercial priorities and support.
• Monitor partner performance and pipeline, identifying growth opportunities.
• Travel extensively throughout the territory to engage with partners.

Skills

Channel management

Strategic partnerships

Sales enablement

Executive presentation

CRM/PRM proficiency

Education

Bachelor's degree in Marketing or Business

Tools

CRM

PRM

Job description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Account Manager, TOLA based in the United States.

The Channel Account Manager will drive revenue growth and strengthen strategic reseller partnerships across the Texas, Oklahoma, Louisiana, and Arkansas (TOLA) territory. You will manage relationships with national and regional channel partners, developing joint business strategies that increase engagement, pipeline generation, and market penetration. Through structured business planning, partner enablement, and targeted go-to-market initiatives, you will help partners maximize sales performance and product adoption. You will collaborate closely with sales, marketing, operations, support, and product teams to align commercial priorities and deliver measurable results. This fully remote position is based in the Dallas metropolitan area and involves extensive travel to meet and support partners. It offers the opportunity to influence channel strategy and contribute to the evolution of workplace video collaboration.

Accountabilities

• Develop, maintain, and expand relationships with assigned strategic national and regional reseller partners.

• Lead joint business planning, implementation, and quarterly business reviews, establishing clear objectives, strategies, and performance metrics.

• Deliver on-site and virtual partner training to strengthen product knowledge, sales capabilities, technical understanding, and partner engagement.

• Conduct product and service demonstrations for channel partners and end users.

• Identify, implement, and monitor best practices for partner investment programs, enablement sessions, sales incentives, and promotional campaigns.

• Collaborate with channel, operations, sales, customer support, and product specialists to ensure strong business alignment and effective partner support.

• Develop and drive adoption of go-to-market programs that support commercial growth and strengthen partner engagement.

• Build trusted relationships with partner executives and other key decision-makers.

• Increase awareness and utilization of partner resources, programs, tools, and enablement initiatives.

• Execute quarterly marketing plans and identify opportunities to leverage Market Development Funds (MDF).

• Monitor partner performance and pipeline development, identifying opportunities to improve engagement, sales effectiveness, and revenue generation.

• Demonstrate strong commercial judgment and emotional intelligence while contributing positively to team performance.

• Travel extensively throughout the territory, spending more than 50% of your time meeting and working directly with partners.

Requirements

• At least 5 years of experience in channel management within the enterprise video collaboration industry, supporting regional and national partners.

• Proven ability to develop strategic reseller relationships and drive partner engagement, pipeline growth, and revenue.

• Strong track record of consistently achieving or exceeding sales targets.

• Experience with CRM, PRM, and partner-focused sales and management tools.

• Demonstrated ability to develop and execute joint business plans, partner programs, and go-to-market initiatives.

• Strong executive presence, with experience presenting to senior stakeholders and speaking publicly.

• Excellent relationship-building, communication, negotiation, and interpersonal skills.

• Ability to operate successfully in a rapidly scaling, dynamic environment.

• Strong business acumen, strategic thinking, and ability to work collaboratively across multiple functions.

• Bachelor's degree in Marketing, Business Administration, or a related field, or equivalent professional experience.

• Willingness and ability to travel extensively, spending more than 50% of working time with partners.

• Residence within commuting distance of the Dallas metropolitan area, Texas.

Benefits

• Fully remote working arrangement, with a location requirement in the Dallas metropolitan area.

• Opportunity to represent innovative video collaboration technology and build relationships with strategic channel partners.

• A role with significant influence over partner engagement, sales strategy, and regional business growth.

• Opportunity to contribute to the future of workplace collaboration and evolving ways of working.

• Collaborative, diverse, and international team environment.

• Culture that encourages independent thinking, creativity, accountability, and professional contribution.