Channel Account Executive

About the Role The Channel Account Executive (CAE) is a critical, highly strategic sales role responsible for managing and growing the company's relationships with third-party partners—including Value Added Resellers (VARs) —to drive indirect revenue growth for our enterprise software solutions.This role functions as the primary link between our organization and the partner ecosystem, requiring a blend of sales acuity, strategic relationship management, and deep product knowledge.Key Responsibilities1. Partner Strategy and Business Planning (The Strategic View) Develop and Implement Joint Business Plans: Create, maintain, and follow through annual and quarterly business plans (QBPs) with top-tier partners, including defined revenue targets, marketing activities, training schedules, and pipeline generation goals.Recruitment and Onboarding: Actively identify, recruit, and onboard new partners who align with geographic, industry, and technical gaps in the existing channel network to expand market reach.Performance Management: Lead the overall performance of the assigned partner portfolio, regularly monitoring and reporting on partner sales activity, pipeline health, and key performance indicators (KPIs).2. Opportunity Management and Execution (The Sales Driver) Enablement and Training: Work with Value Added Reseller resources to deliver comprehensive sales, product, and technical training to customers, ensuring they are fully equipped to position and sell Workday.Opportunity Management: Sell to customers through Value Added Resellers, working to register, qualify, and sell large, complex enterprise opportunities through the entire sales cycle.Forecasting and Pipeline: Maintain a consistent and accurate sales forecast for all VAR business within the assigned territory.3. Relationship Management and Advocacy (The Trusted Advisor) Cultivate Executive Relationships: Build and maintain strong, trusted relationships with executive leadership, sales management, and key stakeholders within the partner organizations.Conflict Resolution: Proactively manage channel conflict by establishing clear rules of engagement and facilitating resolution between partners and the direct sales organization to ensure a smooth customer experience.Partner Advocacy: Serve as the "voice of the partner" internally, communicating partner needs and market feedback to internal teams such as Field Sales, Product Management, Marketing, and Customer Success.About You Basic Qualifications Experience: 5+ years of demonstrable success in channel sales, partner management, or business development within the enterprise software, SaaS, or technology sector.Industry Knowledge: Proven ability to understand and articulate the business value of complex enterprise software solutions (e.g., Cloud ERP, Analytics, Industry-specific SaaS).Sales Acumen: Verifiable track record of meeting or exceeding multi-million dollar annual sales or channel revenue quotas.Education: Bachelor's degree in Business, Marketing, or a related field; a technical degree or equivalent practical experience is a plus.Tool Proficiency: Expertise in using CRM software (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting.Additional Qualifications Strong executive presence and presentation skills; comfortable engaging with C-level audiences.Deep understanding of different partner business models (VAR, SI, MSP, OEM, Distributor) and how to drive profitability for each.Proven ability to work effectively in a highly matrixed organization, getting results through influence rather than direct authority.Willingness and ability to travel up to 50% within the assigned territory.Our Offer Competitive remuneration, restricted stock units