Channel Account Manager
About The Position
THE ROLE: Activate partners. Drive pipeline. Build the playbook. SysAid is standing up its North American partner channel from scratch. The CAMs we hire aren't inheriting a running book of business — they're writing the activation playbook, recruiting net-new partners, and co-selling alongside some of the most active ITSM resellers in North America. The product is genuinely differentiated: #1-rated Agentic ITSM in the Gartner 2025 report, with AI built into the core. The program is early. The PRM and deal reg automation are being built around you in real time. The right person finds that energizing, not concerning.
Requirements
- 2–5+ years in channel sales, partner management, or a multi-stakeholder commercial role
- Experience with technology resellers, VARs, or MSPs in a B2B SaaS context
- Carried a revenue number tied to a partner network and hit it
- Salesforce as a sales system — not just a database. You know what a clean pipeline looks like and why it matters
- Every deal has a next step, a close date, and an honest stage — not a wish list
- You get energy from recruiting a new partner and getting them to first deal, not just managing the existing book
- You communicate proactively — partners know where their deals stand without having to ask
- You treat partner feedback as data: document it, escalate it, follow up
- You're comfortable with ambiguity and find it motivating to create structure where none exists
Nice To Haves
- ITSM or IT management familiarity is a strong advantage, not a requirement
Responsibilities
- Activate & develop your partner portfolio
- Own 15–25 partners across an assigned territory — signed and prospective
- Run the activation playbook from signed agreement to first registered deal in 45 days or less
- Execute tiered engagement: monthly touchpoints for Tier 1 partners, quarterly for Tier 2
- Classify your portfolio continuously — active, at-risk, dormant — and act before partners go dark
- Recruit 2–3 net-new IPP-qualified partners per quarter to fill geo and vertical gaps
- Drive pipeline & co-sell
- Own partner-sourced pipeline generation in your territory — this is your primary metric
- Work with SysAid AEs on co-sell deals: get partners through the first deal, then teach them to run it independently
- Register all deals in SFDC with complete field data — the automated workflow depends on clean inputs
- Support competitive situations: ServiceNow displacement, Halo comparisons, Freshservice takeouts
- Enable & certify your partners
- Own the new partner onboarding experience — value proposition, product demo, deal reg process
- Ensure every active partner can demo Agentic AI and Copilot capabilities independently
- Surface partner feedback on the value prop, competitive positioning, and product gaps — feeds directly into V2
- Operate the machine
- Maintain SFDC deal, activity, and partner data at 95%+ field completion — non-negotiable
- Report partner health weekly: active ratio, deal reg velocity, QBR completion, at-risk flags
- Contribute to the playbook — document what works, what doesn't, what should change
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
