Channel Account Executive Jobs
Channel Account Executive jobs are open across technology, cybersecurity, SaaS, and telecommunications, from associate and mid-market levels up to senior and strategic enterprise roles, with specializations in partner development, reseller programs, and indirect sales. Find a role that fits from the openings below and apply directly.
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Role Summary
The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners as part of the broader CDW team. The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities. This position requires strong collaboration with partners, ensuring both sides work together to achieve mutual growth objectives.
What You Will Do
- Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.
- Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
- Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued.
- Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
- Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary.
- Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
- Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive.
- Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed.
- Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals.
- Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions.
- Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.
What You Will Bring
- Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals.
- Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements.
- Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients.
- Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities.
- Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability.
- Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions.
- Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies.
- Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners.
- Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes.
- Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met.
- Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts.
- Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives.
- Strong ability to work across different functions and align partners with the right resources to ensure their success.
- Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives.
- Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties.
- Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies.
- Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals.
- Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment.
- Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently.
- Flexibility to travel at short notice, with overnight stays or longer trips depending on partner/territory needs; ~50% or greater.
In the United States, the base salary for this role ranges from $86,400 to $144,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Role Summary
The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners as part of the broader CDW team. The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities. This position requires strong collaboration with partners, ensuring both sides work together to achieve mutual growth objectives.
What You Will Do
- Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.
- Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
- Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued.
- Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
- Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary.
- Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
- Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive.
- Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed.
- Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals.
- Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions.
- Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.
What You Will Bring
- Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals.
- Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements.
- Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients.
- Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities.
- Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability.
- Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions.
- Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies.
- Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners.
- Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes.
- Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met.
- Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts.
- Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives.
- Strong ability to work across different functions and align partners with the right resources to ensure their success.
- Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives.
- Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties.
- Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies.
- Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals.
- Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment.
- Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently.
- Flexibility to travel at short notice, with overnight stays or longer trips depending on partner/territory needs; ~50% or greater.
In the United States, the base salary for this role ranges from $86,400 to $144,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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Jump back to the full list of openings and apply to any channel account executive role that fits.
Find JobsChannel Account Executive Job Market
A snapshot from current openings nationwide, updated as new roles post.
Who's Hiring
- Motorola Solutions2
- Brady Corporation1
- CHANEL1
- Dell Technologies1
- OpenText1
Top Industries Hiring
- Manufacturing4
- Technology & Software3
- Consulting & Professional Services1
- Distribution & Wholesale1
- Fashion & Apparel1
What Employers Look For
The qualifications that appear most often in channel account executive jobs.
- Two or more years of experience managing channel partners, resellers, or value-added resellers
- Demonstrated ability to build and execute joint business plans with partner organizations
- Proficiency with CRM platforms such as Salesforce for tracking partner pipeline and activity
- Familiarity with partner relationship management tools and deal registration portals
- Experience with co-sell motions alongside cloud hyperscalers or technology alliances
- Bachelor's degree in business, marketing, or a related field preferred by most employers
Tips for Your Channel Account Executive Job Search
Quantify partner-sourced revenue on your resume
Channel roles live and die on numbers. Replace vague claims with specific outcomes: partner-influenced pipeline built, reseller accounts activated, or year-over-year growth in indirect revenue. Hiring managers scan for proof you can move partners from onboarding to producing.
Target companies actively expanding indirect channels
Look for employers who recently launched a new partner program, moved upmarket, or added a distributor tier. Job postings that mention 'building from scratch' or 'first channel hire' signal real growth, not backfill, and give you room to make an impact quickly.
Apply early to roles that fit
Migrate Mate lists channel account executive openings from across the United States in one place, so you can find roles that match and apply directly to each listing.
Tailor your resume to the partner model
VAR-focused roles and MSP-focused roles expect different language. If the posting emphasizes co-sell motions with a hyperscaler, lead with cloud marketplace experience. If it's reseller-heavy, front your distributor relationships and deal registration history instead.
Prepare a partner enablement story for interviews
Interviewers test whether you can enable, not just recruit. Walk them through one partner you onboarded from zero to closed revenue: what you trained, what you co-sold, and how you kept them engaged after the first deal. Specifics win over general relationship claims.
Negotiate on-target earnings structure carefully
Channel comp plans split base and variable differently than direct sales roles. Before accepting any offer, clarify how partner-sourced deals are credited, whether overlay conflicts with a direct team exist, and how accelerators kick in once you exceed quota.
Channel Account Executive Jobs: Frequently Asked Questions
Which companies are hiring the most channel account executives?
The companies hiring the most channel account executives right now include Motorola Solutions, Brady Corporation, and CHANEL, with the largest share of openings in Illinois, Georgia, and Ohio, based on current listings on Migrate Mate as of June 2026. Technology vendors, cybersecurity companies, and SaaS platforms consistently account for the highest volume of open roles.
How many channel account executive jobs are remote?
About 50% of channel account executive openings are fully remote or hybrid as of June 2026, reflecting the relationship-driven nature of the role, which rarely requires daily office attendance. Partner-facing and inside-channel roles tend to be the most remote-friendly, while field-heavy enterprise channel positions more often require regional travel.
How do you become a channel account executive?
Start in a direct sales or business development role to build a foundation in pipeline management and closing. Move into a channel sales support or partner enablement position to learn how indirect sales motions work. From there, target associate or mid-market channel account executive roles at technology vendors, then demonstrate partner activation and revenue results to advance to senior or strategic levels.
Can you get a channel account executive job with little experience?
Yes, especially if you have direct sales experience you can translate into channel terms. Highlight any work involving third-party relationships, referral programs, or co-selling with another team. Entry-level channel roles at software or cybersecurity companies often hire candidates from inside sales backgrounds and provide structured partner training to close the gap.
What does the channel account executive interview process look like?
Most processes run three to four stages. A recruiter screen assesses your channel background and compensation expectations. A hiring manager interview digs into how you've recruited, onboarded, and grown specific partners. A panel or cross-functional round may include marketing or sales leadership. Many employers close with a scenario exercise where you present a 30-60-90 day partner plan or walk through a recent channel deal.
Where can I find and apply to channel account executive jobs?
You can find and apply to channel account executive jobs on Migrate Mate, which lists current openings from across the United States. Find roles that match your background and apply directly to each listing. The openings on this page are updated regularly, so checking back frequently gives you the best shot at catching newly posted positions.
See All Channel Account Executive Jobs
Jump back to the full list of openings and apply to any channel account executive role that fits.
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