Channel Account Manager

Channel Account Manager

Department: Strategic Partnerships & Innovation

Reports To: EVP, Strategic Partnerships & Innovation and Excellence

Location: United States (Remote)

Partner Focus: Oracle & Workday SI Channel Partners

ABOUT OPKEY

Opkey is an AI-powered Cloud Application Lifecycle Management (CALM) platform purpose-built for Oracle and Workday ecosystems. We partner with the world's leading Systems Integrators to accelerate go-lives, reduce implementation risk, and automate testing across every phase of the ERP lifecycle. Our SI channel is the primary engine of Opkey's growth, and the Channel Account Manager is at the center of it.

ROLE OVERVIEW

The Channel Account Manager has one core mission: get Opkey on more projects. That means getting into every corner of the partner organization — across practice areas, business units, delivery teams, and client engagements — and making sure Opkey is scoped, priced, and contracted on every eligible implementation. This is not a passive relationship management role. The CAM is actively hunting whitespace, converting relationships into project attach, and ensuring no eligible project goes live without Opkey. The ideal candidate thinks like a partner, sells like an AE, and is relentless about project-level penetration.

Project Attach Rate

Maximize the percentage of eligible partner projects that include Opkey — this is the primary measure of success

Horizontal Expansion

Penetrate every practice area, business unit, and delivery team running eligible projects within the partner organization

Revenue Growth

Drive net-new revenue through project-by-project deal registrations, co-sell motions, and maximum project attach across the partner book

Partner Health

Own the relationship scorecard — certifications, active users, pipeline velocity, and QBR cadence

KEY RESPONSIBILITIES

Project Attach & Revenue Growth

• Own project attach rate as the primary success metric — every eligible SI project in the partner's portfolio is a target
• Map the full partner project pipeline: active implementations, upcoming go-lives, upgrade cycles, and biannual Workday or Oracle update projects — and ensure Opkey is positioned on each one
• Engage partner project managers, practice leads, and delivery architects early in the project lifecycle to embed Opkey at scoping and contracting — not as an afterthought
• Position Opkey's flat-fee T-shirt pricing (Entry, S, M, L, XL) clearly with partner sales and delivery teams so every project size has a natural, low-friction Opkey entry point
• Co-develop partner-specific project attach plans with defined quarterly milestones and active pipeline tracking in CRM
• Identify and pursue every recurring attach opportunity — new implementations, re-implementations, module expansions, and biannual update cycles
• Drive horizontal expansion by engaging every practice area and delivery team that runs eligible projects, not just those already familiar with Opkey

Relationship Management

• Serve as the primary point of contact and strategic advisor for assigned partners at all levels — from delivery consultant to partner leadership
• Build multi-threaded relationships across partner org charts: practice leads, project managers, architects, and executive sponsors
• Facilitate quarterly business reviews (QBRs) with partner leadership to align on performance, pipeline, and priorities
• Manage partner health scorecards tracking certifications, active users, deal velocity, and delivery satisfaction

Enablement & Co-Sell Motion

• Coordinate with Opkey's Partner Success and training teams to ensure partners are certified, enabled, and actively selling
• Support co-sell motions with partner sales teams on active opportunities
• Develop partner-facing materials, battlecards, and use case narratives in partnership with marketing and product
• Represent Opkey at partner events, summits, and practice-area offsites

Internal Collaboration

• Serve as the voice of the partner internally — surfacing product feedback, delivery friction, and competitive intelligence
• Collaborate with Partner Success on active delivery engagements to ensure quality and expand Opkey's footprint on live projects
• Work cross-functionally with marketing, product, and finance on joint go-to-market planning and partner program design

30 / 60 / 90 DAY RAMP

Period

Theme

Success Markers

30 Days

Learn

Complete Opkey platform certification. Map the full project pipeline across assigned partners — active implementations, upcoming go-lives, update cycles. Attend active partner QBRs. Understand the T-shirt pricing model and how to position it.

60 Days

Engage

Identify every project in the partner pipeline where Opkey is not yet attached. Engage project managers and practice leads on each one. Complete first partner project attach plan. Register at least one net-new project opportunity in CRM.

90 Days

Drive

Full ownership of assigned partner book. Active project-level pipeline in CRM with clear attach targets by quarter. Opkey positioned on every eligible in-flight and upcoming project. First co-sell motion underway.

QUALIFICATIONS

Required

• 5 years of experience in channel sales, partner management, or alliance management in a SaaS or enterprise software environment
• Demonstrated track record of driving revenue growth through channel or SI partnerships
• Experience working with or selling into Oracle or Workday SI ecosystems
• Comfort selling transactional, project-based SaaS pricing models — ability to position value per engagement rather than via annual license or drawdown constructs
• Strong ability to build and manage multi-stakeholder relationships at large consulting and SI organizations
• Comfort operating in a high-growth, fast-changing environment with evolving pricing and go-to-market models
• Excellent communication, negotiation, and executive presence skills

Preferred

• Experience at or selling to Big 4 or Tier 1 SI firms (Deloitte, EY, PwC, KPMG, Accenture, Infosys, Wipro, Cognizant, etc.)
• Familiarity with ERP implementation lifecycle, testing methodology, or quality assurance processes
• Experience with test automation, AI-powered software platforms, or adjacent SaaS categories
• Existing relationships within Oracle or Workday SI partner networks strongly preferred

WHY OPKEY

Opkey is one of the fastest-growing platforms in the enterprise AI space — and the SI channel is where the biggest deals are won. We have recently moved to a project-by-project pricing model, creating a simpler, more accessible entry point for partners and a scalable attach motion across every implementation they run. As a Channel Account Manager, you will own that motion — building the partner relationships, pipeline, and project-level penetration that drives Opkey's next phase of growth. This is a high-visibility role with direct exposure to executive leadership and a clear path to senior growth within the partnerships organization.