Channel Account Manager

Your Role

ShareGate is a trusted favourite with partners who run Microsoft 365 migrations, and we're now taking those relationships from product-centric to strategic. As Channel Account Manager, you'll own a defined book of Premier and Elite partners across North America and be the strategic owner of their growth with ShareGate. This is a sales-first role: we're looking for someone with a hunter mindset who goes after revenue alongside partners, not someone who simply maintains accounts.

Your Impact

• Drive partner-led revenue growth by owning your number, keeping pipeline coverage strong, and forecasting accurately, so ShareGate hits (and beats) its channel targets quarter after quarter.
• Own your book of Premier and Elite partners by building a growth plan for each one (goals, joint actions, success metrics), so top performers scale, high-potential partners take off, and underperforming partners become growth accounts.
• Evolve partner relationships from product-centric to strategic by building multi-level connections (sales, technical, leadership) and becoming your partners' ShareGate Sherpa, so ShareGate is the vendor they choose to grow their business with.
• Equip partners to sell more and close faster by running sales training and technical sessions with the enablement team, bringing in the right internal resources (technical, RevOps, direct sales) at the right time, and building demand with channel marketing, so more partners close ShareGate deals on their own and no opportunity stalls for lack of support.
• Open new revenue streams with your partners by uncovering larger, more complex migration opportunities, expanding mailbox migration (including displacing competitive tools) and Protect adoption, and driving uptake of new partner programs as they launch.
• Use AI daily for account research, partner planning, forecasting, and communications, so your time goes to the conversations that move deals forward, not to prep work.

Your Team

The ShareGate Channel team is growing fast and works the way we like to: quickly, collaboratively, and with plenty of trust. You'll report to the Channel Sales Manager and work daily with the Director, fellow Channel Account Managers, Distribution Channel Managers, and Partner Development Managers, with channel marketing, RevOps, technical enablement, support, and direct sales close by whenever you need them. Over the next 6 to 12 months, the team's ambition is to shift the channel from product-centric to strategic: deepening relationships with Premier and Elite partners, driving adoption of new partner programs as they launch, and turning high-potential partners into true growth accounts. Within six months, you'll own your book and cadences, have built a growth plan for your partners, and be testing new ideas to set up what comes next.

What You'll Bring

• 5+ years of channel sales experience in North America, ideally including the US, with a documented track record of meeting and exceeding quota (up to 30% travel between Canada and the US);
• Experience managing Premier- or Elite-level partners, including building and executing partner business plans;
• A sales-first, hunter mindset: an independent, entrepreneurial owner who creates their own pipeline, shows sound judgment and initiative, and can hit the ground running;
• Strong communication, presentation, and negotiation skills, with the ease to talk to both sales teams and executives at partner organizations;
• A solid understanding of the IT channel ecosystem (distributors, resellers, and services partners);
• Comfort using AI tools (e.g. Claude, Copilot, ChatGPT) daily for account research, planning, forecasting, and communications: not an experiment, a habit;
• Bonus: Microsoft ecosystem experience and existing relationships with M365 partners.