Channel Account Manager

Job Summary

The Channel Account Manager is an individual contributor responsible for driving partner-sourced pipeline and revenue through Pathlock’s U.S. value-added reseller (VAR) partnerships. This role will manage the day-to-day relationship with GuidePoint Security and a growing portfolio of U.S. VARs, helping partners position and sell Pathlock’s unified identity security and access governance platform for SAP and enterprise applications.

You will own partner engagement, deal registration, enablement, and joint business planning—working closely with Pathlock’s sales, solutions engineering, and marketing teams to accelerate opportunities and expand partner reach. Reporting to the SVP of Sales, this role requires strong relationship management, operational discipline, and the ability to turn partner activity into measurable business results.

Duties and Responsibilities

Partner Management & Growth

• Manage the day-to-day relationship with GuidePoint Security and other U.S. VAR partners, serving as the primary point of contact for sales engagement and operational support.
• Build strong relationships with partner sales leadership, account executives, and solutions engineering teams.
• Develop joint account and territory plans to expand partner coverage, activate additional sellers, and generate new opportunities.
• Support the identification, recruitment, and onboarding of additional U.S. VAR partners using a consistent, repeatable approach.

Pipeline & Sales Execution

• Own the partner deal registration process, ensuring timely review, accurate CRM tracking, and alignment with the appropriate Pathlock account team.
• Coordinate joint selling activities between partner representatives and Pathlock account executives, including account planning, discovery, demonstrations, and next steps.
• Lead regular partner pipeline reviews to assess opportunity progression, forecast movement, and barriers to close.
• Identify stalled or at-risk opportunities and work cross-functionally to resolve issues and maintain momentum.
• Coordinate with internal teams on partner-specific pricing, discounting, and quote requirements.

Partner Enablement & Value Communication

• Equip partner sales and technical teams to position, qualify, and demonstrate Pathlock solutions.
• Deliver regular enablement sessions covering product capabilities, competitive positioning, qualification, and objection handling.
• Communicate Pathlock’s value across identity governance, application GRC, ERP security, and compliance.
• Maintain partner engagement through product updates, training, and access to relevant sales resources.
• Track partner training and certification participation to strengthen selling readiness.

Joint Business Planning & Marketing

• Lead quarterly business reviews with key partners to evaluate performance, align priorities, and establish growth plans.
• Partner with marketing and VAR teams to plan webinars, regional events, and other joint pipeline-generation activities.
• Manage market development funds (MDF), connecting planned investments and spending to measurable pipeline outcomes.
• Assess partner performance and recommend opportunities to expand investment, coverage, and engagement.

Internal Collaboration & Reporting

• Maintain accurate partner opportunity stages, next steps, and sourcing and influence data in Salesforce.
• Track and report on partner-sourced pipeline and bookings, win rates, deal aging, active sellers, and MDF utilization.
• Collaborate with sales, solutions engineering, marketing, and channel leadership to support partner success.
• Share partner feedback, competitive insights, and market trends to inform channel strategy and program improvements.

Education & Experience

• 5+ years of channel or partner management experience in enterprise B2B software required.
• Direct experience managing VAR relationships, including deal registration, joint selling, and quarterly business reviews required.
• Background in identity governance, GRC, cybersecurity, or SAP security preferred.
• Prior experience working with GuidePoint Security or a similar national VAR preferred.

Required Skills & Abilities

• Strong relationship management skills with the ability to engage partner sales leadership and technical teams.
• Demonstrated ability to build partner-sourced pipeline and advance opportunities through coordinated sales activities.
• Proficiency in Salesforce or an equivalent CRM, with strong pipeline management and reporting discipline.
• Confident presentation and enablement skills, with the ability to communicate complex solutions clearly.
• Strong organizational skills and responsiveness, with the ability to manage multiple partners and opportunities simultaneously.
• Collaborative mindset with the ability to align internal teams and partner stakeholders around shared goals.
• High level of ownership, initiative, and accountability.
• Experience managing MDF or co-marketing budgets preferred.
• Familiarity with the Challenger Sales methodology preferred.