Channel Manager

Role Overview

• Serving as the primary revenue owner for all channel-led business and ensure attainment of annual sales targets
• Owning and executing a channel growth plan, including partner expansion, activation strategies, and quarterly revenue acceleration initiatives
• Maintaining regular communication with assigned channel partners and distributors (check-ins, follow-ups, and basic account hygiene).
• Supporting partner onboarding and enablement by coordinating training, sharing sales tools, and reinforcing program requirements.
• Identifying, qualifying, and progressing opportunities across both partner-led deals and assigned direct accounts; coordinating handoffs and next steps with the direct sales team as needed
• Assisting with forecasting and pipelining management in the CRM (updating opportunities, partner details, and activity notes).
• Managing day-to-day engagement for a set of assigned direct accounts, including meeting coordination, needs discovery, and follow-up on action items.
• Supporting account planning for assigned direct accounts by tracking stakeholders, current install base; assist with renewals and upsell/cross-sell motions in coordination with sales leadership.
• Coordinating deal registration, pricing requests, and required internal approvals in alignment with channel policies.
• Preparing basic partner performance snapshots (pipeline, wins/losses, activities) and summarizing insights for leadership.
• Collaborating with product management, marketing, operations, and customer success to resolve partner and customer questions and improve overall customer/partner experience.
• Driving overall channel revenue performance for biometric commercial technologies, including target attainment, pipeline health, and partner contribution.
• Developing and executing partner coverage and growth plans (recruit, onboard, enable, activate), aligned to territory priorities and quarterly objectives.
• Managing partner and assigned direct-account engagement cadence, ensuring consistent follow-up, opportunity progression, and clear internal/external communication.
• Coordinating co-selling activities with direct sales and cross-functional teams to advance opportunities from qualification through close, including smooth handoffs and next steps.
• Maintaining accurate CRM hygiene, forecasting inputs, and reporting; summarizing partner performance and key insights for leadership.
• Ensuring compliance with channel policies and processes (deal registration, pricing, approvals) while improving partner experience and program adherence.
• Supporting demand-generation efforts with partners (campaigns, webinars, events) and track outcomes and follow-up actions to convert interest into pipeline.

Requirements

• Bachelor's degree (B.S. or B.A.) in business, marketing, communications, or a technical field; equivalent experience considered.
• Typically 2 years of relevant experience supporting sales and/or partners (channel, distribution, reseller, alliances) and/or managing smaller direct accounts.
• Preferred: exposure to identity, security, authentication, or related technology solutions (biometrics a plus, not required).
• Experience using a CRM to manage contacts, activities, and opportunities; comfort with basic forecasting concepts.
• Demonstrated ability to learn quickly, take ownership of follow-ups, and deliver on commitments.
• 2 years of experience in sales, channel/partner support, business development, customer success, and/or account management.
• Ability to support a book of direct accounts, including scheduling customer touchpoints, documenting requirements, and coordinating internal resources to move opportunities forward.
• Strong written and verbal communication skills with the ability to present information clearly and professionally.
• Highly organized with attention to detail; able to manage multiple requests, deadlines, and follow-ups.
• Comfort working in CRM tools (e.g., Salesforce) and Excel; able to track pipeline and report basic metrics.
• Interest in technology solutions and willingness to learn biometric authentication concepts and channel programs.
• Ability to work collaboratively with cross-functional teams and communicate status/progress consistently.

Benefits

• Competitive salary and rewards package
• Competitive benefits and annual leave offering, allowing for work-life balance
• A vibrant, welcoming & inclusive culture
• Extensive career development opportunities and resources to maximize your potential