Senior Channel Account Manager
$100,000 USD/year Pay is set based on global value, not the local market. Most roles = hourly rate x 40 hrs x 50 weeks ($50 USD/hour)

Not accepting applications on crossover.com at this time.

Description

Are you a channel sales manager in the enterprise software industry seeking a transformative opportunity? If fostering relationships and directly contributing to the growth of your channel partners excite you, then GFI Software has an exceptional proposition for you.

At GFI, we're charting a new course in enterprise software sales, emphasizing collaboration and partnership over traditional direct selling. We understand the challenges of conventional sales roles - the stressful juggling of direct and indirect sales targets, the unpredictable compensation cycles, and the exhausting travel demands. We have reshaped these factors into a more appealing, effective, and rewarding structure.

In this role, you will use your account management prowess to drive channel sales across a broad portfolio of security, collaboration, and network management applications targeting small and medium enterprises. You'll create detailed sales forecasts, devise robust partner strategy plans, and influence strategic deals while co-selling with partners.

Another exciting factor here is the diversity of our partners; spanning from telecommunications to digital asset management. Each of these industries requires a unique software solution, adding a stimulating level of complexity to your role. You'll be a critical component in ensuring the relationship and customer base continues to expand within these varied landscapes.

If you're a quick learner and a highly organized individual possessing exemplary communication skills, apply now and step into a collaborative, fast-paced environment where every win is celebrated as a team!

What you will be doing

  • Driving business growth by empowering and collaborating with a diverse network of channel partners
  • Gaining a deep understanding of our products to inform and educate channel partners
  • Regularly reviewing performance and strategy with your partners to help them reach their revenue targets

What you will NOT be doing

  • Directly selling to end-user customers
  • Prioritizing the quantity of interactions over the quality of your engagements with partners
  • Worrying about unpredictable earnings and relentless travel demands

Key responsibilities

  • Being a key contributor in developing and expanding channel sales in a large region and making sure GFI is the go-to solution for small and medium enterprises

Candidate requirements

  • 3+ years of indirect/channel sales experience for enterprise software products (if your only sales experience is direct sales, then you will be rejected for this role later in the application process)
  • Experience leading a territory/region in channel sales
  • Availability to work a schedule that has at least 90% overlap with standard working hours in North America (between GMT-5:00 and GMT-8:00)
  • A grasp of AI, Large Language Models (LLMs), and prompt engineering, including Chain-of-Thought (CoT) prompting and Self-Consistency in CoT

Meet a successful candidate

Watch Interview
Mihai Medesan
Mihai  |  Inside Sales Representative
Romania  

Mihai was the first Bucharest partner to join Crossover from Oracle, and since he joined many people (including some in his current team) ha...

Meet Mihai
How it works

Applying for a role? Here’s what to expect.

We’ve curated a series of steps that take the guesswork (and cognitive bias) out of recruiting the best person.

Pass Cognitive Aptitude Test.
STEP 1

Pass Cognitive Aptitude Test.

Pass English Proficiency Test.
STEP 2

Pass English Proficiency Test.

Prove Real-World Job Skills.
STEP 3

Prove Real-World Job Skills.

Ace An Interview Or Two.
STEP 4

Ace An Interview Or Two.

Accept Job Offer.
STEP 5

Accept Job Offer.

Celebrate!
STEP 6

Celebrate!

Frequently asked questions

About Crossover

What you will learn

The CAM is an account management and emotional intelligence ninja. You have to learn different softwares, different industries, different business models, different cultures and different practices. If learning how to navigate that kind of environment does NOT stimulate and excite you, then this probably is not the role for you. 

Our partners work in telecoms, big oil, digital asset management, data warehousing, utility expenses management, mining and more. All of these are industries and different software solutions and applications which are incredibly unique and niche to each of our partners' businesses. It is the CAM's job to figure out how to support and make sure the relationship and customer base continue to expand.

Work examples

Periodic meetings will consist of 

-business reviews and discovery calls
-New initiative introductions
-Support/service escalation update
-Reseller/Partnership reseller contract renewal (new contract terms and alignment for future partnership)

Daily tasks will be 

- emails to initiate meetings,
- Internal investigation of questions to specific contract/support issues
- Collaborating with support/engineering on specific questions about customer needs (when appropriate)
- Collaborating with marketing when new documents or presentations need to be built
- Collaborating with SalesOps/Bizops when financial terms or invoicing issues need to be aligned
- Supporting the renewals (sales) team during the contract renewal process at the end of each contract year
- Light portfolio analysis to assess priority and opportunity for new revenue to be driven
- External investigation of partner news and new updates

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Why Crossover

Recruitment sucks. So we’re fixing it.

The Olympics of work

The Olympics of work

It’s super hard to qualify—extreme quality standards ensure every single team member is at the top of their game.

Premium pay for premium talent

Premium pay for premium talent

Over 50% of new hires double or triple their previous pay. Why? Because that’s what the best person in the world is worth.

Shortlist by skills, not bias

Shortlist by skills, not bias

We don’t care where you went to school, what color your hair is, or whether we can pronounce your name. Just prove you’ve got the skills.