Channel Account Manager

Overview

Pax8 is the leading value-added cloud-based SaaS marketplace, simplifying the cloud journey for our partners by integrating technology, business intelligence, and proactive service to deliver an unparalleled experience. We serve thousands of partners through the indirect sales channel and aim to be the world’s favorite marketplace for technology professionals to buy cloud products. Pax8 is fast-growing, dynamic, and high-energy, with a start-up feel.

We are growing globally and expanding across Australia, New Zealand and Asia. Culture is important to us; it’s business, and it is personal. We are passionate, creative, and humorously offbeat. We work hard, keep it fun, and expect the best. We Elev8 each other. We Advoc8 for our partners. We Innov8 continuously. We Celebr8 life.

Position Summary : As a Channel Account Manager (CAM), you will play a critical role in driving sales performance and growth within your designated territory. You will work closely with our CGS (Cloud Growth Specialists) and CDR (Cloud Development Representatives) sales teams to provide sales coaching, support the sales funnel, and collaborate on building prospects. You will identify partner pain points and architect effective business solutions using cloud technology, enable onboarding and enablement of partners, and foster long-term partnerships and repeat business.

Essential Responsibilities (includes, but is not limited to)

• Sales Coaching and Support – Work 1 : 1 with the CGS and CDR sales teams to provide coaching and support across the sales process, including sales function expertise, pipeline optimization, and effective pricing strategies to ensure a smooth experience for potential partners. Build and maintain a robust pipeline of prospects by working alongside the CGS and CDR teams to drive sales performance.
• Performance Management – Measure and drive revenue growth and margin; champion and execute departmental initiatives and ensure alignment of OKRs with broader revenue and profitability objectives. Use data metrics to identify growth opportunities and make data-driven decisions.
• Planning and Reporting – Create half-yearly business plans and present to senior management. Develop quarterly business reviews (QBRs) for your territory and strategic accounts. Optimize Salesforce for business success through ongoing administration and data integrity.
• Marketing – Report market trends and share insights with Pax8 APAC marketing. Attend industry events and participate in community ecosystem bodies to stay abreast of market developments. Develop regional events and cultivate networking opportunities to strengthen partner relationships and drive business expansion. Lead the end-to-end execution of local Pax8 Mission Briefings, including engaging agendas and fostering relationships with industry thought leaders, Pax8 leaders, and vendors. Build relationships with Pax8 vendors to enhance collaboration and drive joint initiatives. Develop and execute Go-To-Market (GTM) strategies for the Pax8 line card and run GTM initiatives across your partner network.
• Team Collaboration and Communication – Maintain weekly collaboration with fellow CAMs within your region. Schedule meetings with other departments to facilitate strategic collaboration and knowledge exchange. Build business cases for regular regional face-to-face partner visits. Support new team members with onboarding tasks and conduct 1 : 1 sessions to assist their integration and alignment with company values.
• Ideal Skills, Experience, and Competencies – Proven track record in complex sales with strong understanding of sales processes, funnel management, and strategic negotiation. Ability to coach and mentor; skilled at analyzing sales data and market metrics; excellent presentation and communication skills; strong relationship-building with vendors, partners, and industry leaders. Proficient in Salesforce and other CRM tools. Strategic thinker who can develop and execute plans, conduct business reviews, and drive measurable results. Knowledge of current market trends and competitive landscapes; experience in event planning and management. Ability to understand business technology products and services in categories such as Productivity, Infrastructure, Continuity, and Security. Highly organized, self-motivated, and able to travel for partner visits and industry events as needed.
• Required Education & Certifications – B.A. / B.S. in related field or equivalent work experience.

Work Environment

Professional office environment with standard office equipment. Sedentary role; primarily involves sitting / standing.

Equal Opportunities

Pax8 is an equal opportunities employer and welcomes individuals who meet the requirements to work in the country where the role is based. Applicants will be asked to undertake identity, security compliance and reference checks. Your privacy is important to us. Your data will be held in accordance with data privacy best practices and processed in line with our recruiting processes.

#J-18808-Ljbffr