Inside Channel Account Manager
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Job Description
The Inside Channel Account Manager supports partnerships, driving execution across strategic VAR partnerships. Role focuses on operationalizing joint business plans and pipeline creation.
Responsibilities:
- Support CBMs in executing joint business plans with strategic partners such as CDW, SHI, Guidepoint Security, and others.
- Maintain consistent engagement with partner field sales teams to drive opportunity creation and pipeline acceleration.
- Help increase mindshare and field awareness of Drata within assigned partner organizations.
- Track and advance partner-sourced and partner-influenced opportunities through the sales cycle.
- Coordinate joint account mapping sessions and document target accounts, owners, and next steps.
- Track follow-through on mapped accounts and co-sell motions.
- Coordinate partner onboarding and training sessions for sales and solution teams.
- Ensure partner sellers have up-to-date messaging, positioning, competitive insights, and sales resources.
Requirements:
- Experience in GTM partnerships, sales, or strategy
- Strong interpersonal skills and ability to collaborate cross-functionally
- Preferred background in SaaS and/or technology
- Excellent written and verbal communication skills
- Proven track record of meeting or exceeding performance targets
- Highly organized with strong project management skills
- Self-starter who takes ownership and drives initiatives forward
- Resourceful problem solver who thrives in dynamic environments
- Analytical mindset with comfort working in Salesforce and reporting tools
Benefits:
- Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents
- A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings
- Paid Parental Leave policy, after six months of employment
- Generous annual stipends for both professional and personal development
- Flexible vacation policy, paid holidays, and other perks to recharge
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