Location: Remote / San Francisco / NYC
Department: Channels & Partnerships
Reports to: Sr Director, Channels & Partnerships
Type: Full-Time
Compensation: $115K – $150K
About USAt Neeve, we’re redefining how organizations secure and manage access to operational technology environments. As adoption of cloud-connected infrastructure accelerates, our partners play a critical role in delivering scalable, secure solutions to a wide range of industries.
We are seeking a Channel Account Manager who is passionate about partner success, thrives in a fast-paced startup environment, and wants to play a key role in scaling a high-impact partner ecosystem.
As Channel Account Manager, you will be responsible for building, managing, and expanding strategic relationships with channel partners (distributors and systems integrators). Reporting directly to the Sr Dir of Channels & Partnerships, you will help define and execute go-to-market strategies, drive revenue growth through partners, and serve as the main point of contact for partner enablement, deal support, deployment, upgrades, upsell, technical training, solution architecture and co-selling motions.
- Develop and manage strong relationships with channel partners to achieve sales targets and mutual business growth
- Support partner onboarding, training, certification, and enablement to ensure deep product and value understanding
- Collaborate with sales, marketing, product, and support teams to drive partner success
- Work with partners to identify, qualify, and support sales opportunities and pipeline development
- Conduct regular business reviews with partners to analyze performance and align on joint goals
- Provide ongoing feedback to internal teams on partner needs, product gaps, and market insights
- Ensure accurate partner tracking in CRM and reporting tools
- Assist in executing channel marketing campaigns, webinars, and joint events
- 3-6 years of experience in channel sales, partner management, or business development - ideally in cybersecurity, SaaS, building management systems, or networking/OT environments
- Proven track record of helping achieving revenue goals through indirect sales of $1M - $3M ARR
- Strong understanding of BMS and critical infrastructure equipment partner ecosystems and channels go-to-market models
- Excellent communication, presentation, and relationship-building skills
- Self-starter who thrives in a fast-moving, collaborative, and entrepreneurial environment
- Experience with Hubspot or similar CRM tools is a plus
- Ability to travel occasionally for partner visits and events
- Experience working with industrial, OT, or BMS-focused partners
- Exposure to secure remote access or zero trust technologies
- Background in selling to mid-market or enterprise customers through partners
- Work with a mission-driven team building real-world impact across critical infrastructure
- Help shape a growing partner ecosystem from the ground up
- Competitive compensation, equity, and benefits
- A collaborative culture that encourages innovation, ownership, and growth