Channel Account Manager - Philadelphia

Exterro is seeking a motivated and results-driven Channel Account Manager (CAM) to join our dynamic SaaS sales team. In this role, you will be responsible for building and maintaining relationships with channel partners to drive revenue and achieve sales targets. This role focuses on managing indirect sales through partner organizations, ensuring they have the tools, support, and training needed to succeed.

Role and Responsibilities:

Partner Relationship Management:

• Build and maintain strong, long-term relationships with channel partners.

• Act as the primary point of contact for assigned partners.

• Develop strategies to grow partner revenue and profitability.

Sales and Revenue Goals:

• Drive sales growth through channel partners by helping them identify opportunities.

• Monitor and track partner performance against sales targets.

• Collaborate with partners to create joint business plans and sales strategies.

Enablement and Support:

• Provide training and resources to channel partners on products, services, and sales techniques.

• Ensure partners are well-equipped with marketing materials, pricing, and technical support.

• Address partner issues and resolve conflicts to maintain strong relationships.

Market Analysis:

• Conduct market research to identify new potential partners and opportunities.

• Analyze partner performance data to identify trends and areas for improvement.

• Provide feedback to internal teams regarding partner needs and market demands.

Collaboration and Communication:

• Work closely with sales, marketing, and product teams to align strategies and objectives.

• Organize and participate in partner events, trade shows, and webinars.

• Regularly communicate updates, promotions, and new product launches to partners.

Compliance and Reporting:

• Ensure channel partners comply with company policies and agreements.

• Prepare and present performance reports to management.

• Maintain accurate records of partner activities, sales, and communications.

Qualifications:

• Bachelor’s degree in business, marketing, or a related field.

• Proven track record in channel sales, account management, or business development.

• Experience working with VARs, distributors, or other channel partners.

Experience co-selling AWS and/or Microsoft is highly preferred.

• Strong interpersonal and relationship-building skills.

• Excellent communication and presentation skills.

• Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.

• Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.

• Ability to travel (50%) to meet with partners and attend events.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

To apply, please visit us on our career page: https://www.exterro.com/about/careers/

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $100,000-$125,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization's security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.