Enterprise Account Manager – Channel Sales

Ookla

Enterprise Account Manager to drive customer retention and growth for enterprise accounts. Collaborating with channel partners to deliver solutions and enhance customer value.

Posted 5/30/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 $115,000 - $145,000 per yearWebsite

About the role

Key responsibilities & impact

Own and grow a portfolio of enterprise customer accounts through renewals, expansion, upsell, and cross-sell opportunities
Develop and execute strategic account plans aligned with customer business objectives and technology initiatives
Build trusted relationships with executive sponsors, IT leadership, engineering teams, and decision makers
Conduct business reviews, account planning sessions, and customer success discussions
Maintain accurate forecasting, pipeline management, and account activity within Salesforce
Develop and execute joint account plans with reseller partners, distributors, and managed service providers
Conduct customer-facing meetings, discovery sessions, presentations, and business reviews
Build strong relationships with partner account managers and sales leaders
Position and sell the company’s full portfolio of solutions
Identify opportunities to expand customer adoption across multiple product lines
Collaborate with networking OEMs, alliance partners, and technology providers

Requirements

What you’ll need

Bachelor’s degree or equivalent professional experience
5+ years of enterprise account management, strategic account management, or enterprise technology sales experience
3+ years of experience working within a channel sales ecosystem
Proven success developing and executing joint account plans with channel partners
Demonstrated success identifying and executing cross-sell, upsell, and expansion opportunities
Proven ability to manage complex enterprise sales cycles
Consistent history of achieving or exceeding revenue, retention, and growth targets
Experience utilizing Salesforce or similar CRM platforms
Strong presentation, communication, negotiation, and executive relationship-building skills
Ability to travel as required

Benefits

Comp & perks

Comprehensive medical, dental, and vision coverage
Life and disability benefits
Flexible Spending Accounts (FSAs)
401(k) with company match
Employee Stock Purchase Plan
Flexible Time Off
Volunteer Time Off
Paid holidays
Family building and caregiving support
Generous Family Care and Parental leave
Fitness Reimbursement
Access to wellness programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise account managementstrategic account managementchannel salescross-sellupsellpipeline managementaccount planningsales forecastingcustomer successrevenue growth

Soft Skills

relationship buildingpresentation skillscommunication skillsnegotiation skillsexecutive relationship management

Certifications

Bachelor's degree