Inside Channel Account Manager -MSP Focus

ESET, spol. s r.o.; Boston (MA); On-site; USD 100,000 - 110,000; Full time

Benefits offered by this job

Cigna Medical Plan

Cigna Dental Plan

EyeMed Vision Plan

401(k) retirement savings

Life Insurance

Long Term Disability

Job summary

ESET in Boston is seeking a Channel Sales Specialist to drive business with channel partners and distributors. You will engage partners virtually, manage a partner pipeline, and coordinate with CAMs and SE to upsell and grow revenue.

You will forecast revenue, stay current on ESET products, and maintain CRM records while supporting resellers with deal registration and orders. A strong background in sales and MSP ecosystems is preferred.

Qualifications

• 4+ years of experience in sales, customer service, retail, hospitality, or another customer-facing role.
• Experience working with Managed Service Providers (MSPs) and understanding partner ecosystem and sales motions.
• Internship or coursework may count toward sales experience.

Responsibilities

• Engage with partners virtually (phone and video) to drive activities and acquisition.
• Build collaborative relationships with partner accounts and their customers; identify key decision makers.
• Create and manage a partner pipeline with focus on existing business and upsell under guidance.
• Forecast revenue weekly and monthly; stay updated on product range and address partner queries.

Skills

Sales experience

MSP knowledge

Outbound calling

CRM (Salesforce/HubSpot)

Education

Bachelor's degree in Business, Marketing, Communications, or related field

Tools

Salesforce

HubSpot

Job description

Summary

Drive business through ESET's channel partners and distributors with support from senior colleagues/manager. Focus on partnership, profiling and cross sell/upsell. This includes building and managing a qualified pipeline of channel partners within a defined geographic territory/ accounts split. Working with external Channel Account Managers and SE.

Functional Responsibilities and Duties

• Engage with your partners virtually (phone and video-call), driving activities and acquisition by supporting their day to day operational requirements.
• Build a collaborative business relationship with your Partner accounts and their customers. Understand and get to know the key decision makers within each organization to positively influence as required.
• Primarily deal with volume partners.
• Perform profiling of partners, base on manual and with guidance, on daily bases with aim to identify partners with potential and pass them to CAMs
• Create the pipeline with your accounts with focus on existing business and upsell with guidance from senior team members.
• Be able to accurately forecast revenue on a weekly and monthly basis. Keep up with ESET's product range (sales and basic technical level) and respond to queries and outline the benefits when necessary to your Channel Partners. Counter any competitive claims.
• Keep reseller and customer company information and all activities up-to-date in CRM system.
• Assist resellers in operation tasks to process Deal registration and Orders. Achieve monthly and annual revenue and KPIs targets.
• Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

Salary

Salary range for this position is $100k-$110k OTE depending on experience.

Requirements

Education

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred, but not required.

Experience

• 4+ years of experience in sales, customer service, retail, hospitality, or another customer-facing role.
• Experience working with Managed Service Providers (MSPs) and a strong understanding of the MSP business model, partner ecosystem, and sales motions is required for this role.
• Previous experience in inside sales, lead generation, or business development is a plus, but not required.
• Internship experience or relevant coursework may be considered in place of professional sales experience.

Knowledge

• Excellent verbal and written communication skills.
• Strong interpersonal and relationship‑building abilities.
• Self‑motivated with a desire to learn and grow in a sales career.
• Comfortable making outbound calls and engaging with prospective customers.
• Strong organizational and time management skills.
• Ability to work independently and as part of a team.
• Basic proficiency with Microsoft Office; experience with a CRM (such as Salesforce or HubSpot) is a plus.
• Willingness to receive coaching and adapt to feedback.

Benefits

Health & well-being

• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• Bi-Weekly Mediation Series
• On-site Gym and shower facilities

Family

• Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance

Office

• Recreational Zone
• Coffee & Snacks
• Parking Benefit

Other

• Benefit Hub - Discounts on travel, cars, electronics, etc...
• 401(k) retirement savings
• ESET's Charitable Contributions Program
• Referral Program

Primary Location

Boston

Time Type

Full time