Description
The Opportunity
We are seeking a Partner Account Manager to drive revenue growth and channel success by managing and expanding relationships with our strategic reseller and distributor partners. This role is responsible for increasing market share, building executive-level relationships, and driving awareness of the Ekahau product line solutions across the partner ecosystem. The ideal candidate has proven experience in a channel sales model, preferably in software and/or SaaS sales, and thrives in a fast-paced, high-performance environment.
Key Responsibilities
• Manage and grow revenue across a defined set of strategic reseller and distributor accounts
• Serve as the primary point of contact for assigned partners and act as their advocate within Ekahau
• Execute joint business plans to drive pipeline creation, deal registration, and quarterly sales targets
• Drive awareness and market share by engaging strategically with partner sales reps and identifying key influencers within partner organizations
• Cultivate and develop executive-level relationships with partner stakeholders to align on business goals and long-term success
• Conduct regular partner business reviews, sales trainings, and enablement sessions to ensure partner readiness and motivation
• Identify, develop, and close co-sell opportunities with and through the partner ecosystem
• Ensure Salesforce hygiene is maintained through accurate and timely opportunity updates, partner activity tracking, and pipeline forecasting
• Coordinate with internal teams including marketing, sales, support, and product to deliver a seamless partner experience
• Monitor partner performance and market trends to provide insights and drive program improvements
• Ensure partner compliance with Ekahau's channel policies, pricing structures, and deal registration guidelines
Job Qualifications:
• 5+ years of experience in channel sales, partner account management, or similar roles
• Proven success working with resellers, VARs, distributors, or system integrators
• Experience selling software/SaaS solutions; wireless networking or IT infrastructure a strong plus
• Deep understanding of the channel sales lifecycle and partner co-selling dynamics
• Demonstrated ability to build strong relationships with sales reps and executive decision-makers
• Excellent communication, negotiation, and strategic account management skills
• Strong discipline in maintaining CRM systems (Salesforce preferred) and reporting accuracy
• Bachelor's degree in Business, Marketing, or a related field preferred
• Ability to travel occasionally to partner or industry events (10-20%)
Compensation Range
Ookla provides a range for the base pay. Factors that may be used to determine your actual pay may include your specific job related knowledge, skills, experience, and geographic location. The salary compensation for this role is $100,000 to $130,000. Individual pay within the compensation range for this business unit specific role is determined based on a variety of factors including experience, scope of the role, capabilities to perform the role, education and training, as well as business and company performance.
