Channel Account Manager

🕒 July 8

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Exterro

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2004

🛍️ eCommerce

🔒 Cybersecurity

💰 Private Equity Round on 2022-07

eCommerce • Cybersecurity • Legal Tech

Exterro is a comprehensive platform that empowers organizations to manage data risks through a combination of e-discovery, data privacy, cybersecurity compliance, and digital forensics solutions. Founded in 2008, Exterro utilizes innovative technologies, including artificial intelligence, to streamline and optimize critical legal and compliance processes. With a growing client base of over 3000 organizations and a team of 750 employees, Exterro has become a trusted partner across various industries, helping organizations navigate the complexities of data management and governance.

📋 Description

• Own channel revenue performance across EMEA driving attainment of quota through a partner-led sales model and consistent KPI tracking. • Develop and expand a high-performing partner ecosystem across EMEA, specifically with resellers and distributors in digital forensics, legal tech, and cybersecurity markets. • Act as the primary point of contact for assigned partners. • Develop strategies to grow partner revenue and profitability. • Drive sales growth through channel partners by helping them identify opportunities. • Build and maintain a strong partner-driven pipeline (3–5x coverage) through joint planning, demand generation initiatives, and active opportunity management. • Monitor and track partner performance against sales targets. • Manage and enforce deal registration processes to ensure high-quality pipeline, partner protection, and strong conversion rates from registered opportunities. • Enable and activate partners through structured onboarding, training, and performance management to increase productivity and independence. • Provide training and resources to channel partners on products, services, and sales techniques. • Ensure partners are well-equipped with marketing materials, pricing, and technical support. • Address partner issues and resolve conflicts to maintain strong relationships. • Deliver accurate forecasting and pipeline visibility, using data-driven insights to identify risks, improve deal velocity, and optimize partner performance. • Conduct market research to identify new potential partners and opportunities. • Provide feedback to internal teams regarding partner needs and market demands. • Work closely with sales, marketing, and product teams to align strategies and objectives. • Organize and participate in partner events, trade shows, and webinars. • Regularly communicate updates, promotions, and new product launches to partners. • Ensure channel partners comply with company policies and agreements. • Prepare and present performance reports to management. • Maintain accurate records of partner activities, sales, and communications.

🎯 Requirements

• Bachelor’s degree in business, marketing, or a related field. • Proven track record in channel sales, account management, or business development. • Experience working with VARs, distributors, or other channel partners. • Strong interpersonal and relationship-building skills. • Excellent communication and presentation skills. • Proficiency in CRM tools (e.g. Salesforce, Gong) and sales automation platforms. • Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas. • Ability to travel (50%) to meet with partners and attend events.

🏖️ Benefits

• Flexible working hours • Professional development opportunities