Senior Channel Account Manager - Remote USA

In this position you are responsible for managing, educating, and growing the Enterprise Partner ecosystem with your assigned partners. This is a quota carrying position. You will generate a pipeline from your partners and pass these leads to the TeamViewer Account Executives in an overlay model.  

• Drive pipeline creation from the Partner Program through identifying and developing high priority partners, regions, or vertical segments.  

• Create business plans with existing Partners that create revenue goals, marketing activities, and enablement opportunities.  

• Identify, target, qualify, recruit, and activate new resellers.  

• Coordinate account planning sessions between partners and TeamViewer Account Executives.  

• Enable partners through training on the TeamViewer Partner Portal, sales certifications, deal registration, best practices, case studies, and other sales tools. 

• Understand the organizational structure of Partner companies & connect TeamViewer and Partner Executives to drive pipeline. 

• Hold quarterly business reviews (QBRs) with Partners to review successes and opportunities for advancement. 

• Collaborate with Account Executives and Partners throughout the sales process to win opportunities. 

• Keep internal systems up to date including opportunities, deal registrations, business plans, and sales plays 

• This position is remote requires up to 25% travel in the US and Canada 

 Core Experience Requirements 

• 7–10+ years in channel sales, partner management, or enterprise account management. 

• At least 3–5 years in a quota-carrying role with a proven track record of meeting or exceeding targets. 

• Channel Sales Expertise 

• Experience managing indirect sales channels (VARs, MSPs, GSIs, OEMs, or distributors). 

• Proven ability to recruit, onboard, and enable channel partners. 

• Familiarity with channel incentive programs, MDF (Market Development Funds), and co-selling strategies. 

• Enterprise Sales Acumen 

• Experience working with enterprise-level customers (typically Fortune 1000 or equivalent). 

• Ability to navigate complex sales cycles and influence multiple stakeholders. 

• Strong understanding of solution selling or value-based selling methodologies. 

• Quota Management 

• Demonstrated success in owning and exceeding a sales quota (ideally $2M+ annually). 

• Experience with forecasting, pipeline management, and CRM tools (e.g., Salesforce). 

• Ability to develop and execute joint business plans with partners. 

• Experience in go-to-market strategy development and execution. 

Preferred or Nice-to-Have Experience: 

• Industry Knowledge: Familiarity with your specific industry (e.g., cybersecurity, SaaS, networking, cloud). 

• Certifications: Sales or channel certifications (e.g., AWS Partner Accreditation, Cisco Channel Sales). 

• Global Experience: If the role is international, experience managing partners across regions. 

• Cross-functional Collaboration: Experience working with marketing, product, legal, and finance teams. 

Soft Skills & Traits:

• Strong executive presence and communication skills. 

• High emotional intelligence and relationship-building ability. 

• Self-starter with a growth mindset and ability to work independently.