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Channel Account Manager (CAM) - West



This job is no longer accepting applications

See open jobs at Horizon3.ai.
Sales & Business Development
Remote · United States
Posted on Thursday, December 21, 2023


The Channel Account Manager (CAM) will play a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively. The CAM will focus on delivering sales leads, managing partner relationships and ensuring Horizon3AI (H3) remains the results-oriented professional with a proven track record in channel sales.

Key Responsibilities

  • Partner Relationship Development: Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.
  • Lead Generation and Conversion: Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
  • Lead Management: Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.
  • Relationship Nurturing: Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.
  • Strategy Execution: Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.
  • Pipeline Management: Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
  • Partner Events: Plan and execute regional partner events to foster relationships and drive business growth.
  • Account Mapping: Identify and map to accounts actively engaged by partners to maximize sales opportunities.
  • Business Plans: Develop comprehensive business plans for each region to achieve sales targets and objectives.
  • Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
  • Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.
  • Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability.
  • AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace
  • Key Partner Strategies: Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.
  • Marketing Fund Management: Oversee the management of partner marketing funds to drive joint marketing efforts effectively.


  • Experience: Minimum of 5+ yrs of experience in Channel Sales or a related field
  • Travel: Willingness and ability to travel up to 50% of the time.
  • Channel Expertise: Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.
  • Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.
  • High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm.
  • Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.
  • Sales Tools: Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Why H3

  • Competitive Compensation: We offer a highly competitive salary and benefits package.
  • Growth Opportunities: Be part of a dynamic and growing team with numerous career advancement opportunities.
  • Innovation-Driven Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
  • Flexible Work Environment: Enjoy the convenience and work-life balance that comes with remote work.
  • Inclusive and Diverse Team: We value diversity and promote an inclusive culture where everyone can thrive.

We are committed to pay equity, fairness, and transparency. All candidates will be evaluated based on their skills, experiences, and potential contributions without regard to race, gender, age, or any other protected status. Horizon3.ai is an equal opportunity employer and is committed to providing a work environment that is free from discrimination and harassment. We do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, or any other legally protected status.

We encourage all qualified candidates to apply for open positions with our company and welcome candidates from all backgrounds and experiences. We are committed to providing equal employment opportunities to all employees and applicants for employment and will make reasonable accommodations to enable individuals with disabilities to perform the essential functions of their roles.

This CAM role presents an exciting opportunity for a dynamic professional to make a significant impact on H3’s channel sales growth within the designated territory. The successful candidate will be a collaborative team player with a strong channel sales background, excellent communication skills, and a passion for achieving results in a fast-paced environment.

This job is no longer accepting applications

See open jobs at Horizon3.ai.