Channel Account Manager

Hybrid- Austin TX

Thales is hiring an experience and highly professional Channel Account Manager for our Software Monetization business line with proven success in selling Enterprise software through partner ecosystems across the United States and Canada. This role is designed for a senior individual contributor who brings strong expertise in indirect sales models and a demonstrated ability to build develop and scale high-performing channel partnerships.

This Channel Account Manager will have deep experience working with resellers system integrators and strategic technology partners and will be adept at driving partner-led revenue growth through structured enablement joint go-to-market execution and disciplined pipeline management. This role requires a high degree of autonomy commercial acumen and the ability to engage effectively with senior partner stakeholders as well as internal cross-functional teams.

Key Areas of Responsibility

Channel Strategy & Partner Development

• Will be carrying a Quantitative and Qualitative target

• Identify onboard and manage channel partners across the US and Canadian markets including resellers system integrators ISVs and technology partners

• Establish and enforce partner governance models including partner tiers engagement rules and performance standards

• Develop and execute joint business plans with partners including revenue targets pipeline development and go-to-market initiatives

• Enable partners through structured onboarding product training sales enablement materials and ongoing engagement

• Provide regular training and enablement programs to channel partners to enhance product knowledge sales effectiveness and revenue performance

Revenue Growth & Sales Execution

• Drive partner-led revenue growth for software products within assigned territories or verticals

• Support partners throughout the full sales lifecycle from opportunity identification and qualification to deal closure

• Manage and maintain accurate partner pipelines forecasts and performance reporting using CRM tools

• Track partner performance against agreed KPIs and proactively drive actions to improve results

Cross-Functional Alignment & Market Intelligence

• Collaborate closely with internal sales marketing product and customer success teams to ensure alignment and successful partner outcomes

• Provide market intelligence competitive insights and customer feedback to internal stakeholders

• Represent the channel organization

Minimum Requirements

• Bachelors degree in Business Administration or STEM

• Proven track record of success in B2B software sales through partners with a focus on acquiring new partnerships

• Working in a multi-cultural environment

• 7-10 years of work experience including

  • 2 in B2B direct sales

  • 5 year of Channel sales

• Strong understanding of indirect sales models and partner-driven go-to-market strategies in North America

• Excellent executive-level communication negotiation and relationship management skills

• Ability to clearly articulate complex software solutions and value propositions to partners and customers

• Strong analytical and forecasting skills with hands-on experience using CRM platforms (Salesforce HubSpot or equivalent)

• Highly self-motivated disciplined and comfortable operating independently in a remote or distributed environment

Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

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We are an equal opportunity employer including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex race color religion national origin disability protected Veteran status age or any other characteristic protected by law.

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The reference Total Target Compensation (TTC) market range for this position inclusive of annual base salary and the variable compensation target is between

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including but not limited to the employees career path history competencies skills and performance as well as the companys annual salary budget the customers program requirements and the companys internal equity. Thales may offer additional benefits and other compensation depending on circumstances not related to an applicants status protected by local state or federal law.

(For Internal candidate if you need more information please reach out to your HR Shared Service 1st Point)

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents including the following:

Elective Health Dental Vision FSA/HSA Voluntary Life and AD&D Whole Group Life w/LTC Critical Illness Hospital Indemnity Accident Insurance Legal Plan Identity Theft and Pet Insurance

Retirement Savings Plan after 30 days of employment with a company contribution and a match and with no vesting period

Company paid holidays and Paid Time Off

Company provided Life Insurance AD&D Disability Employee Assistance Plan and Well-being Program