Senior Channel Growth Manager (Remote)

Backlight; Northern (KY); Hybrid; USD 130,000 - 160,000; Full time

Benefits offered by this job

Commissions

Benefits

Job summary

Backlight is a global media technology company empowering creative teams through a comprehensive SaaS platform. We are seeking a Sr.

Channel Account Manager to drive indirect revenue by partnering with Tier-1 resellers, distributors, and ISVs, while shaping product strategy at the executive level. You will own renewals, expansions, and partner health, leading QBRs and guiding partners on Backlight's Iconik and Wildmoka platforms.

Qualifications

• 7+ years of successful B2B software/SaaS sales experience dedicated to enterprise-level channel management or strategic alliance development.
• Ecosystem expertise working with Global System Integrators, Value-Added Resellers, and OEM/ISV partners.
• Experience owning customer relationships within the SaaS landscape with a deep understanding of content workflows and/or asset lifecycle management including an understanding of video formats, ingest, delivery, and distribution.
• Exceptional interpersonal agility to map out and navigate dense organizational charts within massive partner enterprises along with a track record of translating complex client needs into clear action, driving measurable business outcomes and revenue-generating channel strategies.
• Exceptional ability to engage and influence senior executives, articulating value and building trust.
• Demonstrated ability to manage multiple complex accounts, balancing competing priorities and driving projects to completion.

Responsibilities

• Build deep, strategic relationships with senior client stakeholders, positioning Backlight as a critical enabler of their business imperatives.
• Own the renewal and expansion strategy for your accounts, identifying opportunities to deepen our partnership, drive new revenue with the existing base and grow our footprint.
• Proactively monitor client health and usage and lead strategic QBRs to drive continuous productivity, data-driven optimization, and revenue growth.
• Act as the definitive expert on Backlight's platform (Iconik and Wildmoka), guiding channel partners to optimal use and identifying new ways our solutions drive their customers' success.
• Drive internal alignment, championing client needs across Product, Engineering, and Sales to ensure our roadmap and services directly support their growth.
• Advise clients on industry trends and best practices, helping them leverage Backlight to navigate market shifts and achieve competitive advantage.

Skills

Enterprise SaaS sales

Channel management

Strategic partnerships

C-suite communication

Job description

Backlight is a global media technology company empowering creative teams through a comprehensive SaaS platform. We are seeking a Sr.

Channel Account Manager to drive indirect revenue by partnering with Tier-1 resellers, distributors, and ISVs, while shaping product strategy at the executive level. You will own renewals, expansions, and partner health, leading QBRs and guiding partners on Backlight's Iconik and Wildmoka platforms.