Inside Channel Account Manager

Drata

3d • $124,400 - $192,000

About The Position

The Inside Channel Account Manager (ICAM) plays a critical role in supporting the Channel Business Managers by driving day-to-day execution across strategic VAR partnerships. This individual helps operationalize joint business plans, accelerate pipeline creation, improve partner engagement, and ensure consistent follow-through on strategic initiatives.

The ICAM acts as the connective tissue between partners and CBMs to ensure execution excellence. This role is ideal for someone highly organized, proactive, analytical, and comfortable operating in a fast-paced environment.

Requirements

• Experience in GTM partnerships, sales, or strategy
• Strong interpersonal skills and ability to collaborate cross-functionally
• 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

Nice To Haves

• Preferred background in SaaS and/or technology

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.

Benefits

• We provide stock equity to ensure that as the company grows, you share directly in that success.
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• 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 to help you customize and strengthen your overall financial position.
• We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed