What are the responsibilities and job description for the Channel Account Manager position at Lucen Software?
About Lucen
Lucen Software (formerly Office Timeline) is a Microsoft-native clarity platform that helps organizations transform complex work into clear, actionable insight. Working directly within the Microsoft 365 ecosystem, Lucen brings planning, tracking, and communication together to enable teams to create executive-ready visuals and updates from their existing data. Trusted by over 80% of the Fortune 500, Lucen helps teams align faster, collaborate more effectively, and make decisions with confidence.
About the role
As we scale our reseller channel, we're hiring a dedicated Channel Account Manager to own these relationships and drive growth through our partner network.
This role sits in Sales. You will carry a quota covering new business, expansions, and renewals through the reseller channel.
What you'll do
- Own reseller accounts with full accountability for new sales, expansion, and renewal targets
- Build and maintain strong relationships with reseller partners — regular check-ins, QBRs, and proactive outreach so you're never caught off guard
- Co-sell on larger opportunities and actively identify upsell and cross-sell potential within each partner's customer base
- Be the primary point of contact for reseller queries and escalations — and know when to loop in the right people fast
- Enable resellers to sell and support Lucen independently — build training materials, run onboarding sessions, and ensure partners can quote and close confidently without hand-holding
- Be the internal voice of the reseller — surface friction points, feed product and process feedback to the right teams, and flag churn risk early
- Collaborate with Sales, CS, and Product on anything that impacts the reseller experience
Who you are
- 3–5 years of experience in SaaS in a channel, partner, or reseller account management role — with a track record of hitting revenue targets
- Comfortable owning a number — new business, renewals, and expansions through partners
- Relationship-first — you build genuine trust and know the best way to drive revenue is to make partners feel like real partners, not ticket numbers
- Proactive by default — you identify risk and opportunity before they become obvious
- Comfortable with commercial conversations: pricing, renewals, contract terms, and negotiation
- Strong communicator — clear in writing, confident on calls, good at reading the room
- Enough technical fluency to handle onboarding questions and escalate intelligently
- Experience working with resellers or distributors (e.g. SHI, Insight, CDW or similar) is a strong plus