About this role
Summary Independently drive business growth through ESET’s channel partners and distributors, with a strong focus on partner engagement, account profiling, and cross-sell/upsell opportunities. Build, develop, and manage a qualified pipeline of channel partners across a defined geographic territory and account base. Lead and mentor a team of Inside Channel Account Managers, providing guidance, coaching, and strategic direction to maximize partner performance, pipeline generation, and revenue growth.
Job description ESSENTIAL RESPONSIBILITIES AND DUTIES Team Leadership & Development
• Lead, coach, and develop a team of ICAMs to achieve individual and team targets • Set clear performance expectations, conduct regular 1:1s, and manage performance reviews • Support hiring, onboarding, and training of new ICAMs • Foster a high-performance, collaborative, and accountability-driven team culture
Channel Strategy & Execution
• Define and execute channel account management and sales strategy aligned with company revenue goals • Establish best practices for partner engagement, sales tactics and sales programs to increase renewal upsell and retention • Ensure consistent execution of channel programs, incentives, and go-to-market initiatives
Revenue & Performance Management
• Own channel revenue targets and forecast accuracy for the team • Monitor pipeline health, partner performance, and KPIs • Identify risks and growth opportunities and implement corrective action plans when needed
Partner Relationship Oversight
• Support escalations and complex partner negotiations • Ensure high levels of partner satisfaction and long-term partner retention
Reporting & Continuous Improvement
• Deliver regular performance reports and insights to senior leadership • Analyze trends in channel performance, market dynamics, and competitive activity • Continuously improve channel processes, tools, and programs
MANAGERIAL RESPONSIBILITIES
• Propose and implement improvements of processes and work procedures within the team. • Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds. • Share relevant information and support communication within the team and with other organizational units. • Set clear and realistic goals and expectations towards work performance within prescribed deadlines. • Manage, plan and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes. • Provide regular feedback and evaluate work performance of direct subordinates (e.g. probation period, definite period, assessment interviews). • Take timely and efficient measures to ensure high-quality and timely work output of the team and its members. • Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes. • Cooperate on new employee recruitment process. • In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities. • Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
Required Skills, Knowledge & Abilities
• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience) • 4+ years of experience in channel sales, partner management, or B2B sales is required • 2+ years of people management experience leading sales or account management teams • Proven track record of delivering revenue through indirect sales channels Preferred:
• Experience managing multi-tier channel ecosystems (distributors, resellers, integrators) • Industry experience in [SaaS / technology / manufacturing / telecom / FMCG, etc.] • Strong forecasting and CRM expertise (e.g., Salesforce, HubSpot) • Experience designing and scaling channel programs and/or sales teams
Benefits Health & well-being
• Cigna Medical Plan • Cigna Dental Plan • EyeMed Vision Plan • Reliance Standard Life Insurance • Reliance Standard Long Term Disability Plan • HealthJoy Employee Assistance Program • Cigna Supplemental Insurance • Lifestyle Spending Account • Bi-Weekly Mediation Series • On-site Gym and shower facilities
Family
• Volunteer Day off • Paid Time off • Tuition Reimbursement • Birthing Parent Match • Pet Insurance
Office
• Recreational Zone • Coffee & Snacks • Parking Benefit
Other
• Benefit Hub - Discounts on travel, cars, electronics, etc… • 401(k) retirement savings • ESET's Charitable Contributions Program • Referral Program
Primary location San Diego
Additional locations
Time type Full time