Channel Account Manager ( Identity and Access Management)
WFA Digital Insight
As remote work accelerates, the demand for skilled professionals in Identity and Access Management is surging, with a 25% growth in job openings in 2025. With its global reach and innovative solutions, One Identity is at the forefront of this trend. To succeed in this Channel Account Manager role, candidates will need to leverage their Excel expertise and channel sales experience to drive partnerships and revenue. Before applying, consider the importance of staying up-to-date on the latest IAM trends and technologies, as well as the ability to work effectively in a remote team environment.
Job Description
About the Role
The Channel Account Manager position at One Identity is a key role in driving the company's Identity and Access Management solutions through strategic partnerships. As a seasoned channel sales professional, you will be responsible for developing and executing a comprehensive channel strategy, identifying new business opportunities, and fostering strong relationships with partners and distributors. You will be part of a dynamic team that is committed to delivering innovative solutions to customers worldwide.In this role, you will have the opportunity to work closely with cross-functional teams, including sales, marketing, and product management, to drive business growth and revenue. Your expertise in Excel and channel sales will be essential in analyzing sales performance, identifying trends, and optimizing partnership engagement.
One Identity is a global leader in Identity and Access Management, with a strong presence in multiple regions, including Australia, Canada, Ghana, India, Ireland, Kenya, New Zealand, Nigeria, South Africa, the United Kingdom, and the United States. The company's solutions are designed to help organizations of all sizes secure, manage, and analyze their information and infrastructure.
What You Will Do
- Develop and execute a comprehensive channel strategy to drive partner engagement and revenue growth
- Identify and recruit new partners, and manage existing partnerships to ensure alignment with One Identity's goals and objectives
- Collaborate with distributors and partners to develop and execute joint marketing initiatives and demand creation campaigns
- Analyze sales performance and partner engagement using Excel and other tools
- Develop and maintain a sales forecast across partners, with deal visibility and pipeline management
- Manage potential channel conflict and ensure adherence to channel rules of engagement
- Coordinate company executive involvement with partner and end-user customer management as necessary
- Engage partners through business planning, ensuring all relevant stakeholders are involved and executing on all aspects
- Articulate One Identity's messaging across the entire product portfolio, presenting in seminars and public speaking situations
- Train partner sales teams on key sales messages and ensure they have the necessary tools and resources to succeed
What We Are Looking For
- Proven experience in channel sales, with a minimum of 5 years of experience working with VARs, SIs, and MSSPs
- Strong understanding of the partner network within the relevant market
- Excellent communication, negotiation, and influencing skills
- Energized, productive, and efficient, with high activity levels and a self-starter mentality
- Team player with the ability to work managing priorities, targets, and tasks
- Confident in articulating and speaking at all levels
- Willing to learn and study new messages and technologies
- Experience with Excel and other sales analytics tools
- Strong business acumen and understanding of the Identity and Access Management market
Nice to Have
- Experience working with One Identity solutions or similar IAM products
- Certification in channel sales or a related field
- Experience working in a global or remote team environment
- Knowledge of sales forecasting and pipeline management tools
Benefits and Perks
- Competitive compensation and benefits package
- Opportunity to work with a global leader in Identity and Access Management
- Collaborative and dynamic work environment
- Professional development and training opportunities
- Flexible working hours and remote work options
- Access to the latest technologies and tools
- Recognition and reward for outstanding performance
How to Stand Out
- Highlight your channel sales experience and expertise in Excel when applying for this role
- Be prepared to discuss your understanding of the Identity and Access Management market and trends
- Showcase your ability to develop and execute a comprehensive channel strategy and drive partner engagement
- Demonstrate your excellent communication and negotiation skills, with examples from previous experience
- Research One Identity's solutions and be prepared to discuss how you can contribute to the company's success
- Prepare examples of your experience working with VARs, SIs, and MSSPs, and how you can leverage these relationships to drive revenue growth
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