Senior Channel Account Manager

Itential; Atlanta (GA); Remote; USD 120,000 - 180,000; Full time

Job summary

Itential seeks a Senior Channel Account Manager to lead North American partner initiatives, scale a strategic partner ecosystem, and drive pipeline with GSI/FSI, VAR, and MSP alliances. You will collaborate with sales, marketing, and product leadership to build joint plans and accelerate revenue generation.

The role requires autonomy, enterprise-grade process discipline, and a track record of managing complex channel programs in high-growth IT/software environments.

Qualifications

• 6+ years of channel or partner management experience with direct ownership of enterprise-caliber partner relationships.
• Experience in the network, infrastructure, or IT software market, ideally within a high-growth or scale-up environment.
• Demonstrated ability to build channel programs and processes, not just operate within an established one.
• Experience working across GSIs, FSIs, VARs, and MSPs.

Responsibilities

• Own strategic partner relationships, build joint business plans, executive-level alignment, and a quarterly business review cadence that converts into pipeline.
• Develop and manage a broader partner ecosystem with a clear prioritization framework across partner types.
• Drive partner-sourced and partner-influenced pipeline in close coordination with executive leadership.
• Strengthen channel infrastructure including deal registration, partner onboarding, and enablement for scale.
• Deliver enablement programs that empower partners to position and sell Itential to enterprise buyers.
• Partner with marketing on joint go-to-market campaigns and demand generation.
• Align cross-functional resources (sales, SE, product) to support partner-driven opportunities.
• Represent Itential at industry and partner events to reinforce credibility with partners and prospects.
• Provide regular reporting and strategic input to the VP of Business Development & Channel on partner performance and program direction.

Skills

Enterprise channel management

Partner ecosystems

Stakeholder engagement

Strategic planning

Tools

Salesforce

PRM platforms

LinkedIn Sales Navigator

Job description

About Itential

Itential is the agentic operations platform for infrastructure. Enterprises use it to build, integrate, execute, govern, and operate the AI agents and workflows that take real action on production systems, all under one governance model. Itential is trusted by global carriers, leading financial institutions, and U.S. federal agencies to run mission-critical infrastructure operations at scale.

Description

About Itential

Itential is the agentic operations platform for infrastructure. Enterprises use it to build, integrate, execute, govern, and operate the AI agents and workflows that take real action on production systems, all under one governance model. Itential is trusted by global carriers, leading financial institutions, and U.S. federal agencies to run mission-critical infrastructure operations at scale.

About The Role

As Itential scales its channel strategy, the Senior Channel Account Manager will manage a focused portfolio of strategic partners while expanding Itential's reach across a broader ecosystem of GSIs, FSIs, VARs, and MSPs across North America.

The right candidate brings proven channel account management experience from a high-growth network, infrastructure, or IT software company, the judgment to operate with autonomy, and the discipline to build a repeatable, enterprise-grade partner motion.

What You Will Do

As a Senior Channel Account Manager, you are responsible for building and scaling Itential's partner ecosystem across North America, working closely with sales leadership, marketing, and product teams to convert partner relationships into pipeline and revenue. This includes:

• Own strategic partner relationships, building joint business plans, executive-level alignment, and a quarterly business review cadence that converts into pipeline
• Develop and manage a broader partner ecosystem, applying a clear framework for prioritization and engagement across partner types
• Drive partner-sourced and partner-influenced pipeline in close coordination with executive leadership
• Strengthen core channel infrastructure, including deal registration, partner onboarding, and enablement, to support the program's next stage of scale
• Deliver enablement programs that equip partners to confidently position and sell Itential to enterprise buyers
• Partner with marketing on joint go-to-market campaigns and demand generation programs
• Align cross-functional resources, including sales, sales engineering, and product, in support of partner-driven opportunities
• Represent Itential at industry and partner events, reinforcing Itential's credibility with partners and prospects
• Provide regular reporting and strategic input to the VP of Business Development & Channel on partner performance and program direction

Requirements

Qualifications

• 6+ years of channel or partner management experience, with direct ownership of enterprise-caliber partner relationships
• Experience in the network, infrastructure, or IT software market, ideally within a high-growth or scale-up environment
• A demonstrated ability to build channel programs and process, not only operate within an established one
• Experience working across a range of partner types, including GSIs, FSIs, VARs, and MSPs
• Executive presence and the credibility to engage senior stakeholders at partner organizations and within Itential
• Strong business acumen, with the ability to build and defend a business case
• A self-directed, resourceful approach to operating in a growth-stage environment

Physical Demands & Work Environment

Physical Requirements: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Sitting: Constantly (6-8 hours per day) for computer work, meetings, and customer calls
• Standing/Walking: Occasionally for team meetings and customer presentations
• Lifting: Occasionally lift/carry up to 15 pounds (project materials, equipment)
• Vision: Constantly use close vision for computer work, documentation, and reporting
• Hearing: Frequently for customer calls, team meetings, and stakeholder communications
• Communication: Constantly communicate with customers, engineering teams, and executive management
• Manual Dexterity: Constantly use hands/fingers for keyboard use and documentation

Work Environment

• Location: Remote, North America
• Noise Level: Typical office or home office environment with frequent meetings and calls
• Travel Requirements: 25% travel for partner and customer engagement across North America
• Schedule: Standard business hours with flexibility for partner and customer engagement across time zones
• Technology: Salesforce, partner relationship management (PRM) platforms, and LinkedIn Sales Navigator

Compliance Statements

ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application, interview, and employment process. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.

Equal Opportunity: Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.

Employment at Will: Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.