Channel Account Manager

Channel Account Manager

Envoy builds workspace management technology that makes it simple to run secure, compliant, and connected workplaces across every location. Over 16,000 workplaces and properties around the world rely on Envoy to create great experiences for employees and visitors while meeting safety, security, and compliance needs at scale. From corporate headquarters and labs to manufacturing sites, Envoy powers the places where people work best together.

Envoy is transforming how companies manage and experience the workplace. This results in a tremendous growth opportunity for our partner community, spanning security integrators, IT resellers, MSPs, A/V solution providers, and consultants, as well as the largest number of integrated technology partners in our category. As a Channel Account Manager, you'll be responsible for driving net-new partner-driven revenue (ARR) through an existing community of partners as well as through newly added partners acquired through your own recruitment efforts.

This role is ideal for someone who approaches their territory with strategic discipline, blending a passion for driving channel-led revenue with the agility to move quickly, the organization to work methodically toward ambitious goals, and the enthusiasm to build strong, lasting partnerships.

You will

• 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.

You have

• 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.

You are

• An exceptional written and verbal communicator who can simplify complex value propositions and inspire partner action.
• Highly organized, autonomous, and energized by a fast-moving, results-driven culture.
• Passionate about Envoy's products and the enterprise problems we solve.
• Consultative, entrepreneurial, and intellectually curious.

You'll get

• A high degree of trust in your ideas and execution.
• An opportunity to partner and collaborate with other talented people.
• An inclusive community where you feel welcomed and cared for as a person.
• The ability to make an immediate impact helping customers create a great workplace experience.
• Support for your personal and professional growth.
• 13-year track record of category-defining product adopted by global brands to leverage.
• Clear path to success in a high-impact Channel-focused role.
• High trust culture — we value autonomy and accountability.
• Access to strong support teams and modern sales tools.
• Opportunity to help shape the future of our highly dynamic Partner-led GTM motions.

If you have any questions related to compensation, please contact Recruiting after you apply.

By applying for this position, you acknowledge that you have fully read and understand the job requirements and received the Envoy Privacy Notice for applicants, which is linked here. Completing this application requires you to provide personal data, such as your name and contact information, which is mandatory for Envoy to process your application. Envoy is an EEO Employer and does not discriminate on the basis of any characteristic protected by local, state or federal law.