Strategic Channel Partner Manager - SaaS Growth

Ookla; New York (NY); On-site; USD 100,000 - 130,000; Full time

Job summary

Ookla, an Accenture company, seeks a results-driven Partner Account Manager in New York to drive revenue growth through strategic reseller and distributor partnerships. You will manage executive relationships, lead joint business plans, and expand co-sell opportunities in a fast-paced software/SaaS environment.

You will collaborate with marketing, sales, support, and product teams, ensuring partner readiness and accurate Salesforce updates while tracking pipeline and performance.

Qualifications

• 5+ years of experience in channel sales, partner account management, or similar roles.
• Proven success working with resellers, VARs, distributors, or system integrators.
• Experience selling software/SaaS solutions; wireless networking or IT infrastructure a strong plus.
• Deep understanding of the channel sales lifecycle and partner co-selling dynamics.

Responsibilities

• Manage and grow revenue across a defined set of strategic reseller and distributor accounts.
• Serve as the primary point of contact for assigned partners and advocate within Ekahau.
• Execute joint business plans to drive pipeline creation, deal registration, and quarterly sales targets.
• Drive awareness and market share by engaging partner sales reps and key influencers.
• Cultivate executive-level relationships with partner stakeholders to align on business goals and long-term success.
• Conduct partner business reviews, sales trainings, and enablement sessions to ensure partner readiness and motivation.
• Identify, develop, and close co-sell opportunities with through the partner ecosystem.
• Ensure Salesforce hygiene with accurate opportunity updates, partner activity tracking, and pipeline forecasting.
• Coordinate with internal teams to deliver a seamless partner experience.
• Monitor partner performance and market trends to provide insights and drive improvements.
• Ensure partner compliance with channel policies, pricing structures, and deal registration guidelines.

Skills

Channel sales

Partner account management

Relationship building

Communication skills

Negotiation

CRM (Salesforce)

Travel 10-20%

Education

Bachelor’s degree in Business/Marketing or related field

Tools

Salesforce

Job description

Ookla, an Accenture company, seeks a results-driven Partner Account Manager in New York to drive revenue growth through strategic reseller and distributor partnerships. You will manage executive relationships, lead joint business plans, and expand co-sell opportunities in a fast-paced software/SaaS environment.

You will collaborate with marketing, sales, support, and product teams, ensuring partner readiness and accurate Salesforce updates while tracking pipeline and performance.