Channel Account Manager

About the role

Envoy is transforming how companies manage and experience the workplace. This results in a tremendous growth opportunity for our partner community, spanning security integrators, IT resellers, MSPs, A/V solution providers, and consultants, as well as the largest number of integrated technology partners in our category. As a Channel Account Manager, you’ll be responsible for driving net-new partner-driven revenue (ARR) through an existing community of partners as well as through newly added partners acquired through your own recruitment efforts.

This role is ideal for someone who approaches their territory with strategic discipline, blending a passion for driving channel-led revenue with the agility to move quickly, the organization to work methodically toward ambitious goals, and the enthusiasm to build strong, lasting partnerships.

This is a remote, field-based position located in the assigned Eastern territory that requires regular in-market presence, including partner meetings, events, and other business activities all of which will account for >50% of your time.

You will

• Own a measurable partner-sourced pipeline and revenue target, driving high-quality deal registration and accurate forecasting across your territory.
• Recruit, sign, onboard, and enable new partners (VARs, SIs, and select distributors), then serve as their primary point of contact and strategic advisor.
• Build joint business plans and quarterly reviews with priority partners; align on GTM motions, enablement, and demand-gen to hit shared outcomes.
• Activate partners through structured enablement (playbooks, demos, certifications), co-selling with AEs, and coordinated marketing programs to create net-new opportunities.
• Drive field activities with clear ROI (events, workshops, executive briefings) and capture follow-through to opportunity creation and progression.
• Partner closely with Sales, SEs, Marketing, CS, Product, and Finance to unblock deals, shape solutions, and gather feedback that strengthens the program.
• Monitor partner health with crisp operating rhythm (pipeline reviews, forecast calls, mutual action plans), and maintain Salesforce hygiene for visibility and scale.
• Strengthen relationships at multiple levels within partner organizations—seller, technical, marketing, and leadership—to expand our footprint.
• Contribute to continuous improvement of Envoy’s partner processes, tooling, and metrics to support a high-growth, enterprise-grade program.

You have

• 3–6 years of channel sales/account management experience in B2B SaaS with proven results against partner-sourced pipeline and revenue goals.
• Demonstrated success managing a territory and portfolio of partners as a trusted advisor—recruiting, enabling, and scaling performance.
• Familiarity with partner models and agreements (Affiliate/Referral, Reseller, Technology/ISV) and the motions that make each successful.
• Experience influencing program design (enablement, co-marketing, incentives) and carrying a number with accountability for results.