Channel Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Account Manager based in Canada.

This is a strategic channel leadership role focused on accelerating partner-driven growth across Western <Canada.You>’ll own the regional partner ecosystem, developing relationships that translate into qualified pipeline, revenue, and stronger market coverage.The role combines territory strategy, executive relationship management, partner enablement, and joint go-to-market <execution.You>’ll work closely with sales, marketing, customer success, engineering, operations, and distribution teams in a highly collaborative environment.Success will depend on your ability to identify high-potential partners, influence stakeholders, and turn shared business plans into measurable outcomes.The position offers significant visibility and autonomy within a fast-moving technology environment focused on cybersecurity and enterprise solutions.Extensive travel across Western Canada is expected, making this an excellent opportunity for a relationship-driven channel professional who enjoys being close to partners and customers.

Accountabilities

Drive regional growth: Develop and execute a comprehensive partner strategy for Western Canada, prioritizing partners and resources based on growth potential while driving predictable pipeline and revenue through partner-led and partner-influenced opportunities.

Manage territory performance: Maintain accurate forecasting, territory planning, pipeline visibility, and performance tracking against regional growth objectives.

Build strategic relationships: Establish trusted relationships with partner executives, sales leaders, technical teams, and other key stakeholders through regular business reviews and strategic planning sessions.

Recruit and activate partners: Identify, recruit, onboard, develop, and enable strategic partners while increasing participation in certifications, training, campaigns, and sales initiatives.

Execute joint go-to-market plans: Collaborate with partners on account mapping, demand generation, customer events, executive engagement, and opportunity development to accelerate market penetration.

Expand routes to market: Identify new opportunities to increase regional coverage and leverage distribution and ecosystem relationships to maximize growth.

Accelerate opportunities: Help partners acquire new customers and improve early-stage opportunity conversion through effective sales collaboration and enablement.

Deepen partner engagement: Strengthen long-term partner commitment through executive sponsorship, strategic planning, ongoing engagement, and mutually beneficial business initiatives.

Support customer growth: Collaborate with sales and customer success teams on customer retention and expansion opportunities where appropriate.

Represent partner insights: Gather partner feedback and communicate actionable insights internally to influence programs, investments, and future initiatives.

Collaborate cross-functionally: Work closely with Sales, Marketing, Customer Success, Sales Engineering, Operations, and Distribution to deliver a consistent partner experience and resolve conflicts effectively.

Champion accountability: Act as a trusted advisor to partners and internal stakeholders while maintaining alignment with channel strategy, program guidelines, and shared business objectives.

Requirements

• Experience: 5+ years of experience in channel management, partner sales, business development, account management, or a related technology role.
• Partner management: Demonstrated success building, managing, and growing strategic partner relationships and driving measurable commercial outcomes.
• Business planning: Experience developing partner business plans and executing joint go-to-market strategies.
• Communication: Strong presentation, negotiation, communication, and relationship-building abilities, including confidence engaging with executive-level stakeholders.
• Influence: Ability to influence without direct authority and work effectively across a matrixed organization with multiple internal and external stakeholders.
• Commercial skills: Proven ability to generate qualified pipeline, accelerate opportunities, and consistently deliver against territory growth objectives.
• CRM and forecasting: Experience working with CRM platforms, forecasting systems, pipeline management, and territory planning tools.
• Industry background: Experience in cybersecurity, SaaS, cloud, networking, or enterprise software is preferred.
• Channel ecosystem: Experience working with solution providers, VARs, national partners, distributors, or similar technology channel organizations is an advantage.
• Education: Bachelor’s degree or equivalent industry experience preferred.
• Travel: Valid passport and willingness and ability to travel at least 50% throughout Western Canada.
• Work style: Comfortable operating in a fast-paced, high-growth environment with strong ownership, adaptability, collaboration, and execution skills.
• Location: Must be based in Alberta, Canada.

Benefits

• Base salary range of CAD $86,500–$156,000 annually, depending on skills, experience, location, and role level.
• Variable incentive compensation in addition to base salary.
• New-hire equity grants and equity opportunities for employees.
• Flexible time off and paid volunteer days.
• RRSP matching program.
• Comprehensive private benefits covering medical, mental health, dental, disability, life, and accidental death and dismemberment.
• Employee Assistance Program with mental health services.
• Fertility support and paid parental leave.
• Training, professional development, and career growth programs.
• Remote work environment with occasional in-person company or team meetings.
• Inclusive and collaborative workplace that values diverse perspectives and accessibility.
• Opportunities to contribute to community initiatives and social-impact programs.
• Background checks are required for the position, and certain roles may be subject to applicable security or export-control requirements.