Channel Account Manager

Channel Account Manager – Renewals

The Channel Account Manager – Renewals is a critical role within the NA Channel & Partner Sales organization, focused on protecting and growing our most important renewal revenue across the channel. This person will operate as the renewal lead and internal coordinator for our largest and most complex channel renewals, ensuring that at-risk accounts are identified early, action plans are in place, and the right internal and partner resources are aligned to retain customers.

Working across sales, partner management, pricing, and internal sales teams, the CAM – Renewals will drive a consistent, structured approach to renewal management that prevents revenue leakage and strengthens partner relationships.

Renewal Coverage & Pipeline Management

• Own and manage a portfolio of high-value channel renewals across NA, ensuring complete visibility and prioritization across the pipeline.
• Identify at-risk renewals early through partner and customer signals, pipeline data, and engagement indicators.
• Maintain up-to-date renewal forecasts and account statuses, providing regular reporting to sales leadership.
• Ensure no large renewal falls through the cracks by acting as the accountable owner across the full renewal lifecycle.

Action Planning & Risk Mitigation

• Build and execute structured action plans for at-risk renewals, tailored to the specific commercial, technical, or relationship issues at play.
• Proactively engage partners and internal teams to address blockers before they become critical, including pricing concerns, competitive threats, or customer dissatisfaction.
• Leverage available commercial levers — including promotional pricing, deal registration, multi-year commitments, and tier incentives — to protect and close renewals.
• Track actions and outcomes for each at-risk account, iterating plans based on results.

Internal Coordination & Cross-functional Collaboration

• Act as the primary internal coordinator for renewal opportunities, aligning and mobilizing the right resources from channel sales, inside sales, partner management, pricing and, if necessary, deal desk.
• Work closely with Channel Account Managers to ensure renewal strategies are integrated into broader partner plans.
• Facilitate timely engagement from product specialists and senior stakeholders where deal complexity demands it.
• Ensure handoffs between teams are clean and accountable, with no gaps in ownership.

Partner Engagement

• Build strong working relationships with key partners, distributors, and resellers to understand their customers' renewal outlook and surface risks early.
• Support partners with the tools, information, and commercial proposals they need to have effective renewal conversations with end customers.
• Help partners shift from a reactive renewal posture to a proactive one, coaching them on timing, value articulation, and upsell opportunities.
• Provide feedback from partner conversations into enablement and commercial planning to address systemic blockers.

Reporting & Insights

• Maintain accurate and current opportunity data within CRM systems, enabling reliable forecasting and management visibility.
• Provide regular updates to leadership on renewal health, coverage gaps, win/loss trends, and key risks.
• Contribute to post-renewal analysis to identify patterns and improve future renewal motions.

Experience

• Proven experience in a channel sales, renewals, or partner management role within a software or SaaS business.
• Demonstrated track record of managing complex renewal cycles involving multiple internal and external stakeholders.
• Experience working with or within a channel-led sales model, including distributors, resellers, and value-added partners.
• Familiarity with commercial levers in software licensing — VIP, ETLA, multi-year agreements, promotional pricing.

Skills & Competencies

• Strong organizational and coordination skills — able to manage a large portfolio of opportunities simultaneously without losing focus on the highest priorities.
• Excellent stakeholder management, with the credibility and communication skills to influence across functions and levels.
• Analytical and data-driven,…