Channel Account Manager Jobs in California

INTRODUCTION

Envoy protects the places the world relies on most by unifying people, spaces, and communications in one secure, integrated workplace management platform and ecosystem. More than 16,000 workplaces around the world trust Envoy to run secure, compliant, and connected operations across every location. From manufacturing sites and data centers to life sciences labs, healthcare facilities, and corporate headquarters, Envoy unifies visitor management, risk assessment, mailroom management, digital signage software, resource booking, and emergency management into one integrated platform. With deep integrations across access control, identity, compliance screening, and collaboration tools—including LenelS2, Brivo, Genetec, Honeywell, Cisco Meraki, Okta, Microsoft Azure, Microsoft Teams, Slack, ServiceNow, DocuSign, Avigilon Alta, and Descartes Visual Compliance—Envoy helps organizations reduce risk, stay audit-ready, and operate with clarity at scale. Learn more at envoy.com

ABOUT THE ROLE

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.

This is a remote, field-based position located in the assigned Eastern territory that requires regular in-market presence, including partner meetings, events, and other business activities all of which will account for >50% of your time.

YOUR ROLE AND RESPONSIBILITIES

- 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.

BASIC QUALIFICATIONS

- 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.

PREFERRED QUALIFICATIONS

- 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.

COMPENSATION

- Compensation Range: $135,000 - $182,750

If you’re excited to build and grow high-impact partner relationships, drive channel-led revenue, and shape the future of workplace experience, we’d love to hear from you.

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.