Channel Account Manager

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Envoy

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

☁️ SaaS

🔐 Security

🏢 Enterprise

💰 $111M Series C - Envoy on 2021-12

SaaS • Security • Enterprise

Envoy is a workplace management SaaS platform that centralizes visitor and space management, safety, security, and communication for organizations. Its product suite includes visitor management/check-in, mass notifications, digital signage, reservation booking for desks, rooms and parking, mailroom management, and multi-tenant visitor workflows, along with workplace utilization analytics and emergency management features. Envoy positions itself for security- and compliance-conscious workplaces across industries such as biotech & pharma, manufacturing, healthcare, government, and technology.

📋 Description

• Own a measurable partner-sourced pipeline and revenue target, driving high-quality deal registration and accurate forecasting across your territory. • Recruit, sign, onboard, and enable new partners (VARs, SIs, and select distributors), then serve as their primary point of contact and strategic advisor. • Build joint business plans and quarterly reviews with priority partners; align on GTM motions, enablement, and demand-gen to hit shared outcomes. • Activate partners through structured enablement (playbooks, demos, certifications), co-selling with AEs, and coordinated marketing programs to create net-new opportunities. • Drive field activities with clear ROI (events, workshops, executive briefings) and capture follow-through to opportunity creation and progression. • Partner closely with Sales, SEs, Marketing, CS, Product, and Finance to unblock deals, shape solutions, and gather feedback that strengthens the program. • Monitor partner health with crisp operating rhythm (pipeline reviews, forecast calls, mutual action plans), and maintain Salesforce hygiene for visibility and scale. • Strengthen relationships at multiple levels within partner organizations—seller, technical, marketing, and leadership—to expand our footprint. • Contribute to continuous improvement of Envoy’s partner processes, tooling, and metrics to support a high-growth, enterprise-grade program.

🎯 Requirements

• 3–6 years of channel sales/account management experience in B2B SaaS with proven results against partner-sourced pipeline and revenue goals. • Demonstrated success managing a territory and portfolio of partners as a trusted advisor—recruiting, enabling, and scaling performance. • Familiarity with partner models and agreements (Affiliate/Referral, Reseller, Technology/ISV) and the motions that make each successful. • Experience influencing program design (enablement, co-marketing, incentives) and carrying a number with accountability for forecast accuracy. • Comfort operating in fast-growing environments; you’re organized, methodical, and willing to roll up your sleeves to get the job done. • Proficiency with Salesforce and sales/marketing automation tools (e.g., Outreach) and a data-driven mindset for pipeline and ROI analysis. • Willingness to travel up to 50% for partner/customer activities.

🏖️ Benefits

• Offers Equity