Channel Account Manager

Location : Naperville, IL & Chicago, IL (Onsite)

Base pay range
$80,000.00/yr - $100,000.00/yr

Overview
As the Channel & Partner Sales Executive for our

Data Practice , you will act as the strategic and operational bridge between top‑tier technology partners and enterprise end‑users. You’ll manage partner relationships with Microsoft Fabric, Databricks, Snowflake, and SAP while generating pipeline from partner‑led initiatives and direct customer engagement.

Core Responsibilities
1. Partner Ecosystem Management

Strategic Partner Enablement : Grow and maintain relationships with key data platform partners (Microsoft Fabric, Databricks, Snowflake, SAP...).

Joint GTM Execution : Co‑plan and co‑execute marketing campaigns, webinars, events, and demand generation activities to drive partner‑led pipeline.

Performance Management : Track partner‑sourced lead volume, pipeline conversion, deal registrations, and revenue achieved. Provide regular feedback loops and performance reviews.

Partner Support & Negotiation : Provide ongoing sales enablement, tools, resources, and negotiate tiering, deal registration, and incentive plans.

2. Co‑Selling & Technical Enablement

Collaborative Sales Execution : Work alongside partner sales teams to co‑sell data and cyber use cases—drive qualification through closing.

Opportunity Handoff & Pipeline Integration : Manage seamless routing of partner‑generated opportunities into internal sales or delivery teams.

Thought Leadership & Solution Feeds : Offer consultative advisory to partners; educate on key data trends and our services to position the right solution at the right time.

Lead Generation at Events : Attend and represent at partner events, industry conferences, workshops, roundtables, and customer meetings to generate direct leads from end users.

Client Discovery & Qualification : Conduct demos and discovery sessions with prospective clients, converting interest into qualified pipeline.

Pipeline Ownership : Manage and report on pipeline arising from both partner‑sourced and self‑generated activities within CRM.

4. Event & GTM Orchestration

Event Planning & Execution : Plan and coordinate partner‑sponsored and internal GTM events—webinars, panels, speaking slots, workshops.

On‑Site Representation : Serve as our face at events—network, facilitate meetings, and engage potential customers and partners alike.

Ideal Candidate Profile

Experience : 3+ years in partner/channel sales, GTM alliance roles, or hybrid partner + direct sales in enterprise tech, especially in data and analytics.

Ecosystem Savvy : Familiarity engaging with platforms akin to Microsoft Fabric, Databricks, Snowflake, SAP—or comparable partner environments.

Mix of Skills : Proven track record of managing partner relationships and ability to generate direct leads & pipeline from events or prospecting.

Sales Acumen : Comfortable delivering presentations, demos, and driving consultative sales cycles to close deals.

Communication & Influence : Excellent verbal, written, and collaboration skills—able to align internal stakeholders and partner teams.

Metrics‑Driven : Experience managing partner KPIs, pipeline metrics, CRM inputs, and delivering reports and dashboards.

Seniority level

Associate

Employment type

Full‑time

Job function

Staffing and Recruiting

IT Services and IT Consulting

IT System Data Services

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