Channel Account Manager

Role Overview

• Own and execute the channel partner plan for your assigned ANZ territory, driving partner-led pipeline, revenue growth, and market penetration.
• Manage and grow a defined portfolio of SOTI channel partners, building strong day‑to‑day relationships and positioning SOTI as a strategic long-term partner.
• Identify, recruit, and onboard new partners within your territory in alignment with the national and APAC channel strategy.
• Drive partner-sourced and partner-influenced opportunities by enabling effective sell‑to and sell‑through motions.
• You will be responsible for helping Enterprise Account Managers Team to identify and introduce relevant channel sales personnel to help triangulate account relationship and drive a collaborative partner engagement with the Enterprise Account.
• You will be responsible for delivering an assigned target for your region.
• Work closely with Partners, Account Managers, and Inside Sales to co-develop account plans and jointly progress sales opportunities.
• Enable partners through ongoing training, sales engagement, and education on the SOTI ONE platform, device management, and security landscape.
• Support partners through the full sales lifecycle, including qualification, deal strategy, customer presentations, and closing activities.
• Collaborate with pre-sales teams (internal and partner) and customer technical stakeholders to scope solutions, define migration approaches, and build business cases.
• Support medium to large
• and occasional complex enterprise opportunities through partners, ensuring alignment with commercial and legal frameworks.
• Execute local go-to-market initiatives with partners, including events, webinars, campaigns, and joint customer engagements, in collaboration with Marketing.
• Track and manage partner performance against key indicators, including pipeline generation, certifications, training completion, deal registration, and revenue contribution.
• Maintain accurate forecasting, pipeline hygiene, and reporting to support revenue and growth targets for your territory.
• Act as the voice of partners internally, sharing market insights, competitive intelligence, and feedback with Sales, Product, and Marketing teams.
• Streamline partner engagement processes and follow defined workflows to deliver a strong, consistent partner and customer experience.
• Represent SOTI professionally in the ANZ market, conducting regular onsite partner visits and attending customer and industry events as required.
• Contribute to a strong team culture by collaborating closely with the other ANZ Channel Account Managers and also the broader enterprise SOTI Sales Team.

Requirements

• Minimum 5 years of experience in Software Sales, Enterprise Account Management, Channel Sales or technology.
• Minimum 2 years of Channel Sales experience.
• A proven track record of driving Channel Growth, hitting sales targets, and Partner Enablement.
• A demonstrated ability to drive strategy and alignment with Director+ level external contacts.
• Experience working with cross-functional teams internally and externally.
• Demonstrated ability to build and maintain strong partner relationships, influence stakeholders, and drive mutual success.
• Proven ability to meet revenue goals and build partnerships based on joint value.
• Excellent communication and presentation skills to CXO level.
• Previous experience working with salesforce is preferred.
• Strong understanding of partner performance metrics, sales pipelines, and enablement strategies.
• A collaborative, results-driven mindset with the ability to work effectively in a cross-functional environment.

Benefits

• The People
• From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.
• The Growth
• Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
• The Technology
• You’ll get the chance to work with leading-edge technologies and take on complex and interesting projects as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.