Summary
Independently drive business growth through ESET’s channel partners and distributors, with a strong focus on partner engagement, account profiling, and cross-sell/upsell opportunities. Build, develop, and manage a qualified pipeline of channel partners across a defined geographic territory and account base. Lead and mentor a team of Inside Channel Account Managers, providing guidance, coaching, and strategic direction to maximize partner performance, pipeline generation, and revenue growth.
Job description
ESSENTIAL RESPONSIBILITIES AND DUTIES
Team Leadership & Development
- Lead, coach, and develop a team of ICAMs to achieve individual and team targets
- Set clear performance expectations, conduct regular 1:1s, and manage performance reviews
- Support hiring, onboarding, and training of new ICAMs
- Foster a high-performance, collaborative, and accountability-driven team culture
Channel Strategy & Execution
- Define and execute channel account management and sales strategy aligned with company revenue goals
- Establish best practices for partner engagement, sales tactics and sales programs to increase renewal upsell and retention
- Ensure consistent execution of channel programs, incentives, and go-to-market initiatives
Revenue & Performance Management
- Own channel revenue targets and forecast accuracy for the team
- Monitor pipeline health, partner performance, and KPIs
- Identify risks and growth opportunities and implement corrective action plans when needed
Partner Relationship Oversight
- Support escalations and complex partner negotiations
- Ensure high levels of partner satisfaction and long-term partner retention
Reporting & Continuous Improvement
- Deliver regular performance reports and insights to senior leadership
- Analyze trends in channel performance, market dynamics, and competitive activity
- Continuously improve channel processes, tools, and programs
MANAGERIAL RESPONSIBILITIES
- Propose and implement improvements of processes and work procedures within the team.
- Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds.
- Share relevant information and support communication within the team and with other organizational units.
- Set clear and realistic goals and expectations towards work performance within prescribed deadlines.
- Manage, plan and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes.
- Provide regular feedback and evaluate work performance of direct subordinates (e.g. probation period, definite period, assessment interviews).
- Take timely and efficient measures to ensure high-quality and timely work output of the team and its members.
- Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes.
- Cooperate on new employee recruitment process.
- In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities.
- Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
Required Skills, Knowledge & Abilities
- Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience)
- 4+ years of experience in channel sales, partner management, or B2B sales is required
- 2+ years of people management experience leading sales or account management teams
- Proven track record of delivering revenue through indirect sales channels
Preferred:
- Experience managing multi-tier channel ecosystems (distributors, resellers, integrators)
- Industry experience in [SaaS / technology / manufacturing / telecom / FMCG, etc.]
- Strong forecasting and CRM expertise (e.g., Salesforce, HubSpot)
- Experience designing and scaling channel programs and/or sales teams
Benefits
Health & well-being
- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- Bi-Weekly Mediation Series
- On-site Gym and shower facilities
Family
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
Office
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
Other
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
San Diego
Additional locations
Time type
Full time
