Channel Account Manager Company Overview Building upon more than 50 years of industry-leading experience, Aspect is reimagining workforce management tools with a new approach to innovation. We’re proud of our technology, but we take even more pride in the talented team that makes it all possible. The Aspect team embodies our heart of innovation, made up of bright and determined creative thinkers committed to putting people at the center of every work process. The only way to build exceptional workforce technology is by giving employees the space to be just that—exceptional. We believe in promoting a workplace built upon empowerment, collective growth, and autonomy, ensuring every individual has space to shine and put their best foot forward. If you’re interested in being part of an outstanding team creating best-in-class workforce technology, you’re in the right place. Position Overview The Channel Account Manager will be responsible for building and nurturing relationships with key channel partners to drive revenue growth, expand market reach, and ensure the success of the company’s products through partner-led sales. This role will require a combination of sales expertise, relationship management, and strategic thinking to support partners, identify new business opportunities, and optimize partner performance. The Channel Account Manager reports directly to the VP, Business Development and a dotted line to the Senior Director, Customer Success in EMEA. Key activities include partner portfolio management, sales, services program execution, partner readiness and enablement. Defines, develops, and deploys long-range partner enablement strategies. Leads lectures on company products, drives solutions, and develops marketing tactics with partners. Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement. Key Responsibilities: Channel Partner Development : Identify, recruit, and onboard new channel partners (resellers, MSPs, VARs, etc.) to expand the company's market presence. Establish and maintain strong, long-term relationships with channel partners to ensure mutual success. Educate and train partners on the company’s SaaS products, value propositions, and sales processes. Develop and implement joint business plans with channel partners to drive mutual growth and profitability. Sales & Revenue Generation : Drive revenue through channel partners by supporting the sales process and providing partners with the resources and tools needed to close deals. Help partners identify new opportunities and market segments for the company’s solutions. Achieve assigned sales targets and contribute to overall channel revenue goals. Partner Enablement & Support : Act as the primary point of contact for channel partners for sales inquiries, product information, and technical support. Coordinate with internal teams (sales, marketing, support, etc.) to provide partners with the necessary resources, training, and support to be successful. Monitor and analyze partner performance and provide guidance on how to optimize results. Sales Forecasting & Reporting : Regularly track and report on the sales pipeline, partner performance, and revenue forecasts. Collaborate with sales leadership to develop accurate forecasts and sales strategies based on partner activities and market conditions. Marketing & Co-Branding : Work closely with the marketing team to develop co-branded campaigns, promotional materials, and lead generation activities for partners. Support channel partners in executing marketing strategies and campaigns that generate new business opportunities. Market Insights & Competitive Analysis : Provide feedback to internal teams about market trends, competitor activities, and customer needs to help shape product development and marketing strategies. Stay updated on industry trends and competitor solutions to identify opportunities and threats. Key Qualifications: 3 plus years of experience in channel sales, partner management, or business development in the SaaS or technology industry. Proven track record of driving sales through channel partners and achieving revenue targets. Skills : Strong interpersonal and relationship-building skills, with the ability to collaborate effectively with both internal teams and external partners. Excellent communication skills, both written and verbal. Strong understanding of the SaaS business model and sales cycles. Strategic thinking and problem-solving capabilities to identify new business opportunities and overcome challenges. Proficiency in CRM systems (Salesforce, HubSpot, etc.) and Microsoft Office Suite. Education : Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience). Preferred Qualifications : Experience with partner enablement tools and platforms. Existing relationships with channel partners in relevant markets. Experience in B2B sales or technology sales. ESSENTIAL FUNCTIONS Conduct Sales of Alvaria solutions through Channel Partners Work with Solution Consultant to assure support of Channel Partners on Discovery, Design, Demo, Defend and Deliver on solutions Work with Account Executives assigned to specific Accounts and/or verticals that are going to fulfill their opportunities via a Channel Partner Work with Channel Partner Office and Channel Development teams to assure Partner Readiness to sell, implement and support Alvaria solutions in Market Create strategy with Channel Partners by implementing Territory Plans and Account Plans and assure execution Management responsibility for people, planning, budgets and objectives for multiple departments, product lines, locations or disciplines. SPECIALIZED KNOWLEDGE & SKILLS Highly specialized level of expertise in company products and services. Ability to communicate complex information to Customers and Channel Partners. Strong customer service and teamwork skills. Professional demeanor to maintain and enhance relationships. Having broad expertise or unique knowledge, uses skills to contribute to the development of company objectives and principles and to achieve goals in creative and effective ways. May be tasked with sales/development of new or strategic products. Acts independently to determine methods and procedures on new assignments and may provide guidance to lower-level personnel. Distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success in sales EDUCATION AND EXPERIENCE At least 3 years of partner channel sales experience. Experience on Contact Center software tools and services preferred. Bachelor's degree in relevant field preferred. Ability to travel to Channel Partner sites, Customers and internal meetings or events (national and/or international)