Channel Account Manager
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Job Description
Channel Account Manager managing strategic partnerships at ReversingLabs. Driving revenue growth through strategic planning and collaboration with partners.
Responsibilities:
- Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s)
- Identify key initiatives and targeted sellers associated
- Develop marketing and technological activities to support initiatives in the field
- Assist with and monitor execution of field plan activities
- Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders
- Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
- Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary
- Perform quarterly business review (QBR) with assigned strategic partner(s)
- Overall sales and revenue performance against strategic partner target(s)
- Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)
- Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)
- Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)
- Sales/Revenue breakdown (examples)
- Seller Participation
- Product
- Contract Term
- New Logo Attainment
- Large Deal Quantity
- Develop national/regional market coverage plans and initiatives
- Drive recruitment initiatives where applicable for underdeveloped markets
- Develop onboarding programs and strategies
- Strategic sellers – work with channel manager on general onboarding process
- Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. material
Requirements:
- A disciplined and proven customer-centric sales process.
- Demonstrated Channel Sales experience with a track record of exceptional achievement.
- Experience in a complex sales environment, managing large, visible, demanding customer accounts.
- The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done
- The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles
- The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative
Benefits:
- Base Salary: $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build.
- 401(k) with both Traditional and Roth options to support your long-term financial goals
- Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings
- Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs
- Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind
- 100 % Employer-paid dental, vision, disability, and life insurance
- Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection
- Pet insurance: because family comes in many forms 🐾
- Complimentary Calm app membership to support mindfulness, focus, and better sleep
- Flexible PTO: take the time you need to recharge and take care of what matters most
- Quarterly Wellness Weekends: company-wide 3-day breaks built into the year to truly rest and reboot.
- Remote work stipend to help offset internet and cell phone expenses
- Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization you care about
- Continuous learning and development with full access to Udemy Business
- Clear paths for advancement, internal mobility, and ongoing career development
- A collaborative, innovative, and remote-first environment where your work has real impact
- Workplace Recognition: ReversingLabs is proud to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) across multiple categories.
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