Principal Channel Account Manager Full Time NEW

This role is focused on driving indirect revenue growth through strategic partnerships, enabling a high-performing ecosystem of resellers, distributors, and managed service providers. You will play a central role in shaping and executing channel strategy across key accounts, with a strong emphasis on partner engagement, co-selling, and long-term revenue development. The position requires a blend of relationship-building, strategic planning, and hands-on execution to expand market reach within the cybersecurity space. You will collaborate closely with internal sales, marketing, and alliance teams to ensure alignment of messaging, programs, and go-to-market initiatives. This is a highly influential role where your ability to activate and scale partner ecosystems directly impacts pipeline generation and revenue performance. The environment is fast-paced, collaborative, and driven by innovation, accountability, and measurable outcomes.

Accountabilities

• Execute and optimize regional channel strategies to grow revenue through VARs, distributors, and MSP partnerships.
• Develop and lead strategic partner growth plans, including GTM strategies, stakeholder mapping, enablement programs, and joint marketing initiatives.
• Build and strengthen relationships within key strategic accounts, including driving partner mindshare and engagement across sales and technical teams.
• Enable partners through training, certifications, and tools that support effective positioning and selling of cybersecurity solutions.
• Drive pipeline generation through deal registration, co-selling motions, and active partner engagement.
• Collaborate with internal teams to design and execute joint campaigns, demand-generation programs, and co-branded initiatives.
• Track, analyze, and report on partner performance metrics to identify growth opportunities and optimize channel effectiveness.
• Represent the organization at partner events, industry conferences, and trade shows to strengthen visibility and relationships.

Requirements

• 8+ years of experience in channel sales, partner management, or business development within cybersecurity, SaaS, or enterprise software environments.
• Proven success driving revenue growth through indirect sales channels, including VARs, distributors, and MSP ecosystems.
• Strong existing relationships within CDW partner organizations (sales, engineering, specialists, or PPM teams strongly preferred).
• Deep understanding of partner ecosystems and experience building structured enablement and growth programs.
• Strong cross-functional collaboration skills with the ability to align sales, marketing, product, and alliance teams.
• Analytical and data-driven approach to tracking partner performance and refining strategy.
• Excellent communication, negotiation, and relationship-building skills at senior stakeholder level.
• Experience using CRM and PRM tools such as Salesforce or equivalent platforms.
• Bachelor’s degree in Business, Marketing, Sales, or a related field preferred.

Benefits

• Competitive compensation package aligned with senior channel leadership roles.
• Comprehensive health benefits including medical, dental, and vision coverage.
• Remote-first work environment with flexibility and autonomy.
• Strong culture of collaboration, innovation, and continuous learning.
• Career development opportunities within a global cybersecurity organization.
• Exposure to high-impact strategic partnerships and enterprise-scale channel programs.
• Participation in industry events, partner summits, and global conferences.

How Jobgether Works

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role’s core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.