Proactively hunt, recruit and onboard new channel partners, with a focus on face-to-face engagement and building a strong pipeline from the ground up.
Drive revenue growth across all product categories
switching, wireless, and cloud with particular focus on enterprise project business.
Identify and develop specialist partners to accelerate adoption of wireless access points, switches, and cloud-managed solutions including MSPs.
Own annual account plans with clear growth targets, accurate forecasting, and short, mid, and long-term opportunity management.
Expand distribution by onboarding Value Added Distributors in key verticals to build project pipeline.
Develop CEO/CTO-level relationships across partner organisations and use those relationships to win.
Manage pricing, margins, and proposals; negotiate and close high-value deals.
Provide weekly forecasting, competitive intelligence, and market insights to support regional strategy.
Collaborate with internal teams
SE, Marketing, Product, Ops, and EMEA peers to maximise sales outcomes.

5+ years in a Partner/Channel Account Manager role with a networking vendor, managing top-tier accounts and delivering consistent overperformance.
Proven track record of hunting and closing high-value IT networking deals, not just managing existing relationships.
Strong existing network across the Nordics IT channel
distributors, SIs, resellers, and MSPs.
Deep understanding of channel dynamics, partner economics, and how to grow market share in a competitive environment.
Fluent in English and Swedish.
Entrepreneurial, self-motivated, and comfortable operating autonomously in a challenger brand environment.
Strong presentation, negotiation, and executive relationship-building skills.
Willingness to travel regularly
consistent weekly customer meetings are a core part of this role.

Territory Account Manager, Enterprise Sales

Key skills