Responsibilities

The Channel Account Manager is responsible for managing, developing, and growing a portfolio of channel partners. The role focuses on maximizing the commercial contribution of assigned partners by building strong relationships, developing joint business plans, generating pipeline, supporting partner-led opportunities, and ensuring partners have the capabilities and engagement required to successfully sell the company’s solutions. The Channel Account Manager acts as the primary point of contact between the partner and the company, connecting partner sales teams with the appropriate internal sales, technical, marketing, and operational resources.

Partner Account Management
Own the day-to-day commercial relationship with assigned channel partners.
Develop a clear account strategy for each priority partner.
Build relationships across partner sales, management, technical, and executive teams.
Understand each partner’s business model, market focus, customer base, capabilities, and growth potential.
Establish clear expectations, priorities, and responsibilities with each partner.
Conduct regular partner business reviews and track progress against agreed objectives.

Revenue & Pipeline Management
Drive partner-sourced and partner-influenced pipeline and revenue.
Set and manage revenue and pipeline objectives for assigned partners.
Work with partners to identify, qualify, register, and progress sales opportunities.
Conduct regular pipeline and forecast reviews.
Identify gaps against targets and establish corrective actions.
Support partners in progressing strategic opportunities through the sales cycle.
Ensure opportunities receive the appropriate internal support and visibility.

Joint Business Planning
Develop annual and quarterly business plans with strategic partners.
Translate partner strategy into specific commercial actions and measurable objectives.
Establish targets for pipeline, revenue, customer acquisition, enablement, and demand generation.
Monitor execution against agreed plans and hold both internal teams and partners accountable for commitments.

Account Mapping & Opportunity Development
Conduct joint account mapping with partners and internal sales teams.
Identify target accounts where partners have established relationships or differentiated capabilities.
Develop joint account strategies and customer propositions.
Connect partner sellers with the appropriate internal account teams.
Identify opportunities for cross-sell, upsell, and expansion within the partner’s customer base.

Partner Enablement
Ensure partners have the commercial and technical knowledge required to successfully position and sell the company's solutions.
Coordinate onboarding, sales training, product enablement, and certification activities.
Identify capability gaps and build appropriate enablement plans.
Increase the number of active and productive sellers within assigned partner organizations.
Ensure partners understand relevant programs, incentives, pricing, positioning, and sales processes.

Go-to-Market Execution
Develop joint go-to-market activities with priority partners.
Coordinate campaigns, customer events, workshops, and demand-generation activities.
Work with Marketing to ensure investment is focused on activities with clear commercial outcomes.
Support the creation of joint value propositions for priority markets, industries, and customer segments.

Education / Qualifications

• Proven experience in channel sales, indirect sales, partner account management, or enterprise sales.
• Demonstrated track record of achieving revenue and pipeline targets through partners.
• Experience managing a portfolio of channel partners.
• Strong understanding of indirect and partner-led sales models.
• Experience with joint business planning, account mapping, opportunity management, and forecasting.
• Strong commercial and negotiation skills.
• Ability to build relationships from individual partner sellers through senior management.
• Experience collaborating effectively with direct sales organizations.
• Strong communication, presentation, and stakeholder-management skills.
• Experience within SaaS, enterprise technology, cloud, telecommunications, or B2B technology is preferred.

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About Octave

Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.

Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.

Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.

Why work for Octave?

All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.

Everyone is welcome

At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. 

Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.