Principal Channel Account Manager

Position: Principal Channel Account Manager

We're looking for an experienced channel leader to help us change the way the world works, with anytime, anywhere, any-device productivity. In this role, you'll own a focused set of strategic channel partners, recruit new partners from the EUC ecosystem, and serve as the senior channel voice for a designated geography within the Americas.

• Strategic partner growth. Drive ARR growth with a focused set of strategic channel partners through joint business planning, executive alignment, and disciplined execution.
• Partner recruitment. Identify and recruit new partners with established End User Computing practices — particularly those with existing Citrix, VMware, or broader virtualization and digital workspace portfolios — and activate them into productive Parallels partners.
• Joint business planning. Build and execute joint business plans with focus partners that drive measurable pipeline, ARR, and mutual accountability.
• Solution integration. Embed Parallels into partner practices, managed service offerings, and solution stacks so that Parallels becomes a recurring part of how they go to market.
• Joint demand generation. Partner with Parallels marketing, partner marketing, and enablement teams to design and execute demand generation programs that produce partner-sourced pipeline.
• Channel consultant to field sellers. Serve as the go-to channel resource for field sellers on deal strategy, partner selection, and co-sell motions.
• Regional channel presence. Act as the senior channel point of contact for a designated geography, handling inbound partner inquiries and supporting channel matters across the area outside of your direct focus partner book.
• Team leadership by example. Mentor and elevate other Channel Account Managers on the team, sharing playbooks, partner intelligence, and judgment earned from years in the channel.
• Marketplace (emerging). As a secondary focus, help establish and grow Parallels' presence on hyperscaler marketplaces (AWS, Azure) as we build out this motion.

• Senior channel experience. A proven track record of driving ARR growth and recruiting productive new partners, ideally within End User Computing, virtualization, or adjacent infrastructure software categories.
• A partner rolodex that opens doors. Deep relationships across the reseller, distributor, and solution provider community — particularly partners with EUC or digital workspace practices.
• Strategic thinking. The ability to build a partner strategy, not just manage a partner list. You know the difference between activity and impact.
• Cross-functional fluency. Comfort working with marketing, enablement, product, and finance counterparts to get things done inside a lean organization.
• Executive presence. Credibility in partner executive conversations, and the judgment to represent Parallels as a senior voice when it matters.
• Autonomy and ownership. The mindset to operate without heavy oversight, prioritize well, and bring solutions rather than escalations.