Channel Account Manager

Accountabilities:: Develop and execute a comprehensive channel and partner strategy for Western Canada, prioritizing partners with the strongest growth potential. Generate predictable pipeline and revenue through partner-led and partner-influenced opportunities while maintaining accurate territory plans and forecasts. Build trusted relationships with partner executives, sales leaders, technical teams, and other key stakeholders. Lead regular business reviews, strategic planning sessions, and joint growth initiatives with priority partners. Recruit, onboard, activate, and develop strategic partners across the territory. Drive partner participation in enablement programs, certifications, campaigns, and sales initiatives. Create and execute joint go-to-market plans and help partners effectively position and sell cybersecurity solutions. Collaborate on demand generation, account mapping, executive engagement, customer events, and opportunity development. Identify new routes to market and opportunities to expand regional presence, accelerate new-logo acquisition, and convert early-stage opportunities. Leverage distribution and ecosystem relationships to maximize market coverage and partner productivity. Collaborate with Sales, Marketing, Customer Success, Sales Engineering, Operations, and Distribution teams to ensure a consistent partner experience. Act as a trusted advisor to partners and internal stakeholders, communicate partner feedback, support conflict resolution, and maintain strong alignment across the ecosystem. Requirements: 5+ years of experience in channel management, partnerships, sales, business development, or account management within the technology industry. Demonstrated success building and expanding strategic partner relationships. Experience developing business plans and executing joint go-to-market strategies. Strong presentation, communication, negotiation, and relationship-building skills. Experience using CRM platforms and forecasting systems to manage pipeline and territory performance. Ability to influence without direct authority and collaborate effectively within a matrixed organization. Strong commercial mindset with the ability to translate partner strategies into measurable business outcomes. Valid passport and willingness to travel at least 50% throughout Western Canada. Experience in cybersecurity, SaaS, cloud, networking, or enterprise software is preferred. Experience working with solution providers, VARs, national partners, and distribution partners is an advantage. Experience managing executive-level relationships is preferred. Bachelor's degree or equivalent industry experience. Ability to participate in remote video interviews with the camera on, subject to reasonable technical or accessibility accommodations. Willingness to complete required background checks and comply with applicable information security and technology-access requirements. Benefits: Base salary range of CAD 86,500–156,000 annually , depending on skills, experience, location, and job level. Variable incentive compensation. New-hire equity grants and equity participation. Comprehensive benefits package. Medical, mental health, dental, disability, life, and accidental death & dismemberment coverage. Employee Assistance Program with mental health services. Fertility support and paid parental leave. RRSP matching program. Flexible time off and paid volunteer days. Training and career development opportunities. Remote work arrangement from Alberta, Canada.