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AI Summary
Drive revenue growth and market presence in the US by managing strategic channel partners and distributors. Establish executive relationships and execute enablement plans to accelerate partner-sourced pipeline and deal progression.
Channel Account Manager
Department: Sales
Employment Type: Full Time
Location: Remote
Description
As a Channel Account Manager at Portnox, you will play a critical role in driving partner growth, expanding market presence, and accelerating revenue across the United States. You will work closely with strategic channel partners, distributors, and internal teams to build high-impact relationships, execute enablement initiatives, and deliver measurable sales outcomes in a fast-paced cybersecurity environment.
This is a high-visibility, build-and-scale role. We are specifically looking for a proven top performer—someone who consistently exceeds targets, drives pipeline through partners (not just alongside them), and brings an established network that can be activated quickly.
Key Responsibilities
- Drive revenue through strategic US channel partners, including, but not limited to:
- CDW
- SHI
- Presidio
- GuidePoint Security
- CompuNet
- Establish and expand executive and field-level relationships within assigned partner accounts
- Build and execute structured enablement plans that result in measurable pipeline and deal progression
- Coordinate cross-functional resources (SEs, support, leadership) to accelerate partner success
- Own forecast accuracy and pipeline discipline within Salesforce
- Meet and exceed revenue targets through partner-sourced and partner-led opportunities
- Lead joint business planning with clear performance metrics and accountability
- Recruit and onboard net-new partners that meet defined qualification thresholds
- Maintain strong channel alignment and effectively manage deal flow within program guidelines
What “Top Performer” Looks Like
- You have a track record of over-achievement and can clearly articulate how you built pipeline and closed business through partners
- You bring credible, working relationships across CDW, SHI, Presidio, GuidePoint, and CompuNet—with the ability to engage and get response quickly
- You operate comfortably at all levels of the partner organization (field sales, SEs, leadership, and executive stakeholders)
- You create pipeline through partners proactively—not dependent on inbound or vendor-driven opportunities
- You run a tight, accurate forecast and maintain clean CRM hygiene without being managed to it
- You are effective in a high-volume commercial and mid-market motion, managing multiple opportunities simultaneously
- You are known for moving deals forward, creating urgency, and holding partners accountable
- You are highly self-directed and do not require heavy oversight to execute
Skills, Knowledge, and Expertise
- 3+ years of US-based channel sales experience within cybersecurity or networking
- Proven success driving partner-sourced revenue and consistent quota attainment
- Demonstrated ability to develop and execute joint partner business plans that produce results
- Strong communication, presentation, and enablement skills
- Competitive, execution-driven mindset with a bias toward action
Global Exposure (Optional Growth Opportunity)
While this role is focused on the US market, there is the opportunity to support global channel initiatives as Portnox continues to expand across EMEA.
For the right candidate, this may include:
- Supporting multinational partner alignment
- Contributing to EMEA partner strategy and expansion efforts
- Collaborating with international teams on global accounts
This is not a core requirement, but an opportunity to gain broader exposure and contribute to Portnox’s global growth—valuable for long-term career development.
Why Join Us
- Opportunity to make a significant impact on the operations of the company.
- Collaborative and dynamic work environment with opportunities for professional growth and development.
- Competitive compensation and benefits package.
- 100% remote
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