Channel Account Manager - Workvivo

Position Overview

Workvivo is seeking a passionate and driven Channel Account Manager to identify, empower, and foster channel partnerships in the US. This role involves growing sales through partners by investing in their long-term success and growth, from onboarding and enablement to pipeline generation and revenue closing.

About the Team

The global partner team at Workvivo is composed of problem-solvers, relationship builders, and self-starters who operate in a fast-paced environment. We are dedicated to signing and managing partners with our customers and users in mind, all while amplifying workplace culture and fostering employee engagement through Workvivo's employee experience platform.

Responsibilities

• Execute Global Partner Strategy: Implement Workvivo's global partner strategy in the US, focusing on managing existing partners, recruiting new ones, and growing indirect sales revenue in North America.
• Partner Recruitment & Lifecycle Management: Identify and recruit new channel partners to expand market share, guiding them through the entire channel lifecycle until revenue generation.
• Business Planning & MDF: Create and drive business plans with strategic partners to identify profitable sales activities and business opportunities utilizing Marketing Development Funds (MDF).
• Pipeline Ownership & Forecasting: Own a partner-sourced revenue target and regularly report on pipeline, progress, and Key Performance Indicators (KPIs). Conduct forecast calls with partners, holding them accountable to their monthly, quarterly, and annual commitments as per their Joint Business Plans (JBPs).

Requirements

• Experience: 6+ years of relevant experience in SaaS Channel Sales, partnerships, or a related role, with a deep understanding of the industry and proven success in driving sales strategies.
• Partner Network: A network of relevant partners with a US presence (VARs, consultants, tech partners, etc.) who sell complementary solutions to Workvivo (e.g., productivity, project management, cloud solutions).
• Relationship Building: Ability to build relationships with and strongly influence C-Level decision-makers at partner companies.
• Revenue Generation: Proven success in driving revenue through a partner ecosystem, including VARs, cloud marketplaces, GSIs, and referral partners.
• Sales Motion Familiarity: Familiarity with US mid-market and enterprise sales motions through partners.
• Presentation Skills: Ability to create and deliver compelling presentations, joint business plans, and partnership pitches.
• Communication: Clear and effective communication skills, both verbal and written.
• Initiative & Creativity: Demonstrate initiative and creativity applied through technology.
• Teamwork: Ability to excel in a team-oriented, collaborative, and dynamic environment with a strong emphasis on mutual respect and empathy for global cultures.
• Attitude: Possess a lively, collaborative, and enthusiastic attitude with a willingness to perform and get things done.

Compensation & Benefits

• Salary Range (OTE):
  • Minimum: $128,600.00
  • Maximum: $257,300.00
• Total Direct Compensation: In addition to base salary and/or OTE, Zoom has a Total Direct Compensation philosophy that considers base salary, bonus, and equity value.
• Starting Pay: Will be based on a number of factors and commensurate with qualifications & experience.
• Location-Based Compensation: A different salary range may apply for candidates in other locations.
• Benefits: Part of an award-winning workplace culture, offering a variety of perks, benefits, and options.

Application Instructions

• Application Close Date: 07/28/25

Ways of Working

• Work Style: Structured hybrid approach centered around offices and remote work environments. The specific work style (Hybrid, Remote, or In-Person) is indicated in the job description/posting.