Channel Account Manager

Posted by amy on Jun.30, 2014

JetStream is a fast growing software company based in Silicon Valley which delivers robust and comprehensive cloud based email security and compliance solutions exclusively through our reseller, partner and distribution channels.  JetStream offers comprehensive benefits and excellent opportunities for career growth within the company and we are looking for experienced Channel Account Managers to help us manage an overwhelming number of in-bound leads.

The Channel Account Manager position will be responsible for driving revenue through JetStream’s channel partners in their region. This individual will be managing and maintaining account relationships through senior level engagements and this candidate must be able to position JetStream solutions and channel value proposition. A strong working knowledge of the MSP, VAR, and Distribution channel strategies would be preferred.

Candidate must have an entrepreneurial approach that is imaginative, smart, passionate, and approachable. This position will require some travel and is a great opportunity to be a part of an exciting and growing company.

Job Title: Channel Account Manager

Reports to: SVP Sales & Marketing

Job Summary: The Channel Account Manager is responsible for generating revenue for JetStream by closing sales at defined monthly quotas, meeting activity targets and ensuring Partner satisfaction. The position proactively reviews incoming leads and contacts prospects and partners as well as responds to incoming calls and emails in an effort to close deals and increase revenue.

The role demands exceptional sales management skills, a high level of energy and motivational skill and the ability to engage internal and external resources to achieve challenging revenue targets. The role of the Channel Account Manager includes face-to-face meetings with partners and trade show attendence, but it is primarily an inside sales function.

Essential Duties and Responsibilities:

Proven track record of meeting and exceeding sales quotas.
Follow up on leads and opportunities daily; contact and up sell existing partners on the JetStream solution suite.
Identify and recruit large prospective partners from competitors by clearly conveying the benefits of switching to the JetStream platform.
Engage in technical sales discussions with potential clients via conference call or web demonstration; leveraging Sales Engineering resources where needed.
Learn and maintain in-depth knowledge of JetStream products and technologies, competitive products and technologies, and industry trends.
Maintain an accurate Territory pipeline using This includes data integrity and updating Partner contacts as it relates to leads, opportunities and account information.
Work to maintain a high level of Partner satisfaction by assisting with partner requests, inquiries, and escalations.
Professional and confident phone based sales and account management skills.
Outstanding interpersonal and teamwork skills.
Travel requirements: 30% or less.
Maintain a consistent and reliable funnel of new business opportunities.
Develop strong business relationships with Partners.
Prepare complete and accurate reports as requested.


Strong oral and written communication skills.
Proficiency and knowledge of MS Office, SalesForce, Outlook
Excellent phone/ email /customer service skills.
Strong organizational, managerial, and personal skills to successfully communicate and negotiate both internally and with partners.
Ability to establish and accomplish goals with limited direct supervision and able to handle multiple tasks simultaneously.
Hours are according to region needs and may include some Holidays

Education / Experience:

Bachelor’s degree preferred.
Minimum 3 years’ experience in sales or sales support role required with demonstrated results in the needs-based and consultative selling process preferred.
Basic understanding of territory management (planning, prospecting, and closing) preferred.

For more information, send resume to:  careers at JetStreamNetworks dot com