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.

• 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.