Principal Channel Account Manager
New
Based in the United StatesFull-TimePrincipal
Salary not disclosed
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Job Details
- Experience
- 8+ years
- Required Skills
- Business DevelopmentCybersecuritySalesforceSaaS
Requirements
- 8+ years of experience in channel sales, partner management, or business development within cybersecurity, SaaS, or enterprise software environments.
- Proven success driving revenue growth through indirect sales channels, including VARs, distributors, and MSP ecosystems.
- Strong existing relationships within CDW partner organizations (sales, engineering, specialists, or PPM teams strongly preferred).
- Deep understanding of partner ecosystems and experience building structured enablement and growth programs.
- Strong cross-functional collaboration skills with the ability to align sales, marketing, product, and alliance teams.
- Analytical and data-driven approach to tracking partner performance and refining strategy.
- Excellent communication, negotiation, and relationship-building skills at senior stakeholder level.
- Experience using CRM and PRM tools such as Salesforce or equivalent platforms.
- Bachelor’s degree in Business, Marketing, Sales, or a related field preferred.
Responsibilities
- Execute and optimize regional channel strategies to grow revenue through VARs, distributors, and MSP partnerships.
- Develop and lead strategic partner growth plans, including GTM strategies, stakeholder mapping, enablement programs, and joint marketing initiatives.
- Build and strengthen relationships within key strategic accounts, including driving partner mindshare and engagement across sales and technical teams.
- Enable partners through training, certifications, and tools that support effective positioning and selling of cybersecurity solutions.
- Drive pipeline generation through deal registration, co-selling motions, and active partner engagement.
- Collaborate with internal teams to design and execute joint campaigns, demand-generation programs, and co-branded initiatives.
- Track, analyze, and report on partner performance metrics to identify growth opportunities and optimize channel effectiveness.
- Represent the organization at partner events, industry conferences, and trade shows to strengthen visibility and relationships.
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