Lead and develop an inside channel sales team to drive revenue through channel partners and distributors. Define and execute channel strategy, manage pipeline and forecasts, support complex partner negotiations, monitor KPIs, and deliver performance reporting. Hire, train, and coach ICAMs while improving processes and partner programs to maximize retention, upsell, and growth.
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
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
San DiegoAdditional locations
Time type
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