Exterro is seeking a motivated and results-driven Channel Account Manager (CAM) in the United Kingdom to join our dynamic SaaS sales team. In this role, you will be responsible for building and maintaining relationships with channel partners to drive revenue and achieve sales targets. This role focuses on managing indirect sales through partner organizations, ensuring they have the tools, support, and training needed to succeed.
Role and Responsibilities:
Partner Relationship Management:
- Own channel revenue performance across EMEA driving attainment of quota through a partner-led sales model and consistent KPI tracking.
- Develop and expand a high-performing partner ecosystem across EMEA, specifically with resellers and distributors in digital forensics, legal tech, and cybersecurity markets.
- Act as the primary point of contact for assigned partners.
- Develop strategies to grow partner revenue and profitability.
Sales and Revenue Goals:
- Drive sales growth through channel partners by helping them identify opportunities.
- Build and maintain a strong partner-driven pipeline (3–5x coverage) through joint planning, demand generation initiatives, and active opportunity management.
- Monitor and track partner performance against sales targets.
Enablement and Support:
- Manage and enforce deal registration processes to ensure high-quality pipeline, partner protection, and strong conversion rates from registered opportunities.
- Enable and activate partners through structured onboarding, training, and performance management to increase productivity and independence.
- Provide training and resources to channel partners on products, services, and sales techniques.
- Ensure partners are well-equipped with marketing materials, pricing, and technical support.
- Address partner issues and resolve conflicts to maintain strong relationships.
Market Analysis:
- Deliver accurate forecasting and pipeline visibility, using data-driven insights to identify risks, improve deal velocity, and optimize partner performance.
- Conduct market research to identify new potential partners and opportunities.
- Provide feedback to internal teams regarding partner needs and market demands.
Collaboration and Communication:
- Work closely with sales, marketing, and product teams to align strategies and objectives.
- Organize and participate in partner events, trade shows, and webinars.
- Regularly communicate updates, promotions, and new product launches to partners.
Compliance and Reporting:
- Ensure channel partners comply with company policies and agreements.
- Prepare and present performance reports to management.
- Maintain accurate records of partner activities, sales, and communications.
Qualifications:
- Bachelor’s degree in business, marketing, or a related field.
- Proven track record in channel sales, account management, or business development.
- Experience working with VARs, distributors, or other channel partners.
- Strong interpersonal and relationship-building skills.
- Excellent communication and presentation skills.
- Proficiency in CRM tools (e.g. Salesforce, Gong) and sales automation platforms.
- Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.
- Ability to travel (50%) to meet with partners and attend events.
Why Exterro?
- Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
- Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
- Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.
All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.
