Channel Account Manager

Summary  

Greenshades is seeking an experienced, high-energy Channel Partner Manager to own and scale strategic relationships with key channel partners (resellers, system integrators, MSPs, or referral partners). In this role, you will be fully accountable for partner retention, pipeline generation, and revenue contribution from your assigned partners. 

You will develop and execute joint business plans, run quarterly business reviews (QBRs), design and deliver scalable enablement programs, and drive co-selling and co-marketing initiatives. Working closely with internal Sales, Marketing, Product, Support, and Customer Success teams, you'll act as the primary advocate for your partners while ensuring alignment with company goals. 

This is a high-impact, quota-carrying (or quota-influenced) role ideal for someone who thrives in ambiguity, excels at cross-functional influence, and has a proven track record of turning partner relationships into predictable, growing revenue streams in a fast-paced SaaS environment. 

Key Responsibilities 

• Own the channel partner relationship with accountability for retention, pipeline creation, and revenue contribution. 
• Develop joint business plans and QBR's. Create, manage, and execute partner-specific account plans that include revenue targets, enablement programs, co-selling motions, and co-marketing opportunities. 
• Drive channel partner enablement by building creative, scalable programs and resources that support partner training, go-to-market readiness, and long-term growth. 
• Support partner events, sponsorships, and co-marketing initiatives to increase engagement and drive pipeline. 
• Collaborate cross-functionally with Sales, Marketing, Product, Support, and Customer Success to address partner needs, resolve escalations, and uncover net-new opportunities across the customer and partner lifecycle. 
• Expand key relationships and identify additional contacts and executive sponsors within partner organizations to deepen engagement and build alignment across departments and initiatives. 
• Track, analyze, and flexibly report on partner performance, KPIs, sourced/influenced pipeline, and revenue outcomes. Adapt reporting to meet the needs of executives, partners, and internal teams. 

Core Competencies 

• Comfort operating in high ambiguity with the ability to create structure, clarity, and momentum where processes are still evolving. 
• Strong escalation management and conflict-resolution skills. 
• Strong partner-centric relationship management skills with the ability to influence both internal stakeholders and external partners. 
• Skilled in planning, communicating and executing account-based strategies that align with broader business goals. 
• Creative problem-solving with the ability to design new approaches, solutions, and partner experiences 
• Ability to prioritize the execution of multiple initiatives and drive measurable outcomes in a dynamic, growth-stage environment. 
• Experience navigating internal cross-functional teams (Sales, Product, Marketing, Support) to deliver on partner expectations. 
• Proficiency in analyzing partner performance, pipeline impact, and ROI. 
• Ability to negotiate contracts, sell under a quota-based environment and perform against goals. 

Qualifications 

• 7+ years of experience managing Partners and/or strategic accounts in a quota bearing role 
• Experience supporting or managing customer success motions (renewals, adoption, escalations, stakeholder alignment) strongly preferred. 
• Demonstrated success in growing and managing revenue-generating partnerships 
• Excellent verbal and written communication skills, including experience presenting to stakeholders and executives 
• Strong organizational and project management skills 
• Demonstrated ability to thrive in environments with evolving processes and high ambiguity 
• Experience with CRM and partner management tools (Salesforce, HubSpot, or equivalent) 
• Familiarity with HCM, HR, ERP, or compliance software ecosystems is preferred 
• Prior experience in enterprise account management and relationship development preferred 
• Familiarity or experience with current SaaS sales methodologies (MEDDPICC, Challenger, Winning by Design) – Winning by Design training a plus 
• Bachelor's degree or equivalent experience  

Travel Expectations: 20-30% 

This is a remote position.