Quantum Sky is seeking an experienced, results-driven Channel Account Manager to manage, and scale our channel partner ecosystem. This leader will be responsible for developing and executing a channel strategy that drives revenue growth, expands market reach, increases partner engagement, and creates a predictable pipeline of channel-sourced and channel-influenced opportunities.
The Channel Account Manager will work closely with Sales, Marketing, Product, Customer Success, and executive leadership to recruit the right partners, develop productive relationships, establish effective partner programs, and equip partners to successfully sell and deliver our solutions.
This is a highly visible, revenue-focused role for a strategic channel leader who can operate at both the executive and field level.
Responsibilities:
Channel Strategy & Revenue Growth
- Develop and execute a comprehensive channel strategy aligned with company revenue and growth objectives.
- Establish annual and quarterly channel revenue targets, pipeline goals, and partner performance metrics.
- Build a scalable channel model that increases indirect revenue while complementing the direct sales organization.
- Develop channel forecasts and provide regular reporting to executive leadership.
- Own the channel contribution to pipeline, bookings, revenue, and overall company growth.
- Manage existing relationships with AWS, Google, Microsoft and Carahsoft.
Partner Recruitment & Development
- Identify, recruit, onboard, and develop high-value channel partners, including resellers, referral partners, strategic partners, and other relevant partner types.
- Develop strong relationships with partner executives, sales leaders, and key stakeholders.
- Establish clear partner qualification criteria and prioritize partners based on revenue potential, market coverage, capabilities, and strategic fit.
- Create joint business plans with key partners and establish measurable objectives.
- Develop strategies to increase partner activation, productivity, retention, and revenue contribution.
Partner Enablement
- Build and manage partner onboarding and enablement programs.
- Ensure partners have the training, tools, messaging, collateral, pricing information, and resources required to effectively position and sell our solutions.
- Work with Sales Enablement and Marketing to create scalable partner training and certification programs.
- Establish regular partner communications, business reviews, training sessions, and sales planning activities.
Pipeline & Sales Execution
- Work directly with partners and internal sales teams to identify, qualify, and advance opportunities.
- Establish a repeatable process for partner-sourced and partner-influenced opportunities.
- Collaborate with Account Executives on joint account planning, opportunity strategy, and deal execution.
- Drive partner participation in demand-generation activities and campaigns.
- Monitor channel pipeline health, conversion rates, deal velocity, and partner performance.
- Help resolve channel conflicts and establish clear rules of engagement between direct and indirect sales teams.
Partner Program Management
- Continuously improve the company's channel partner program.
- Develop programs that reward productive partners and encourage increased investment in our business.
- Partner with Finance and Operations to ensure channel programs are financially sound, scalable, and operationally efficient.
- Establish KPIs and dashboards to measure partner performance and program effectiveness.
Cross-Functional Leadership
- Serve as the internal advocate and subject-matter expert for the channel organization.
- Collaborate closely with Sales leadership to align direct and indirect go-to-market strategies.
- Partner with Marketing to develop co-marketing, demand-generation, and partner-led campaigns.
- Work with Product and Product Marketing to communicate market and partner feedback.
- Collaborate with Customer Success and Professional Services to ensure partners can successfully support customers.
- Provide executive leadership with market intelligence, partner feedback, competitive insights, and recommendations.
Key Performance Indicators
Success in this role will be measured by:
- Channel-sourced and channel-influenced revenue
- Channel pipeline generation and growth
- Partner-sourced opportunities
- Partner retention and expansion
- Pipeline conversion and win rates
- Revenue per active partner
- Contribution of the channel to overall company growth