At a Glance
- Tasks: Build and maintain relationships with channel partners to drive sales and revenue growth.
- Company: Join Exterro, a leader in data risk management with a dynamic SaaS sales team.
- Benefits: Enjoy growth opportunities, a collaborative culture, and support for your professional development.
- Other info: Work in an innovative environment with a focus on learning and career advancement.
- Why this job: Make a real impact in a rapidly growing company while developing valuable skills.
- Qualifications: Bachelor’s degree and experience in channel sales or account management required.
The predicted salary is between 50000 - 65000 € per year.
Exterro is seeking a motivated and results-driven Channel Account Manager (CAM) in the United Kingdom to join our dynamic SaaS sales team. In this role, you will be responsible for building and maintaining relationships with channel partners to drive revenue and achieve sales targets. This role focuses on managing indirect sales through partner organizations, ensuring they have the tools, support, and training needed to succeed.
Role and Responsibilities:
- Partner Relationship Management: 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.
- Sales and Revenue Goals: 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.
- Enablement and Support: 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.
- Market Analysis: 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.
- Collaboration and Communication: 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.
- Compliance and Reporting: 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.
Qualifications:
- 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.
Why Exterro?
- Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
- Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
- Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.
All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.
Channel Account Manager, UK & Ireland employer: Exterro Inc
Exterro is an exceptional employer that offers a vibrant and inclusive work culture, where employees are empowered to make impactful contributions in the field of data risk management. As a Channel Account Manager, you will benefit from extensive training and support, alongside ample opportunities for professional growth within a rapidly expanding organisation. With a focus on collaboration and innovation, Exterro fosters an environment that values your input and encourages your development, making it an ideal place for those seeking meaningful and rewarding employment.
StudySmarter Expert Advice🤫
We think this is how you could land Channel Account Manager, UK & Ireland
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, and trade shows where you can meet potential partners and other professionals. Building relationships is key to landing that Channel Account Manager role.
✨Tip Number 2
Show off your skills! When you get the chance to chat with hiring managers or recruiters, be ready to discuss your experience with channel sales and account management. Share specific examples of how you've driven revenue and supported partners in the past.
✨Tip Number 3
Research is your best friend! Before any interview, dive deep into the company and its partners. Understand their products, market position, and challenges. This will help you tailor your conversation and show that you're genuinely interested in helping them succeed.
✨Tip Number 4
Apply through our website! We want to see your application come through directly. It shows initiative and gives us a better chance to connect with you. Plus, you'll be one step closer to joining our awesome team at Exterro!
We think you need these skills to ace Channel Account Manager, UK & Ireland
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Channel Account Manager role. Highlight your experience in channel sales and how you've built relationships with partners in the past. We want to see how you can drive revenue and achieve those sales targets!
Showcase Your Achievements:Don’t just list your responsibilities; show us what you've accomplished! Use specific examples of how you've helped partners succeed or exceeded sales goals. Numbers speak volumes, so include any metrics that demonstrate your impact.
Be Personable:We love a good personality! When writing your application, let your enthusiasm shine through. Show us why you're passionate about channel sales and how you can contribute to our team culture at Exterro.
Apply Through Our Website:For the best chance of getting noticed, make sure to apply directly through our website. This way, your application goes straight to the right people, and we can’t wait to see what you bring to the table!
How to prepare for a job interview at Exterro Inc
✨Know Your Partners
Before the interview, research Exterro's channel partners and their role in the digital forensics, legal tech, and cybersecurity markets. Understanding their needs and how you can support them will show your commitment to partner relationship management.
✨Showcase Your Sales Strategy
Be prepared to discuss specific strategies you've used in the past to drive sales growth through channel partners. Highlight any successful initiatives that led to increased revenue or improved partner performance, as this aligns directly with the role's responsibilities.
✨Demonstrate Your Communication Skills
Since this role requires excellent communication and presentation skills, practice articulating your thoughts clearly and confidently. Consider preparing a brief presentation on how you would enable and activate partners, showcasing your ability to convey complex information effectively.
✨Prepare for Metrics-Driven Questions
Expect questions about your experience in a metrics-driven environment. Be ready to discuss how you've tracked KPIs, managed sales pipelines, and achieved quotas in previous roles. Use specific examples to illustrate your success in meeting and exceeding targets.
