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Job Title: Channel Account Manager
Location: Spain - Virtual
Role Type: GEO / EOR Full-time employee
Language: Fluent Spanish & English
Who We Are
At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software.
To us, being visionary is more important than doing things the way they’ve always been done.
What We're Looking For
SOTI’s growth and success is a result of commitment to innovation through entrepreneurial culture and leadership. Employees are driven to make an impact, offer a unique value and most importantly, be part of a winning team. This is not an account management role. We are looking for a proactive channel hunter who enjoys identifying, approaching, and winning new resellers and partners. The ideal candidate is energized by building new relationships, opening doors, creating opportunities from scratch, and expanding a high-performing channel network rather than primarily managing existing accounts.
What’s in it for you?
The People - From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.
The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.
Here's a stronger version that emphasizes the hunter mentality, proactive partner acquisition, and the expectation that the person will actively build and expand the channel ecosystem rather than simply manage existing partners.
What You'll Do
Proactively identify, target, recruit, and onboard new channel partners, including VARs, system integrators, MSPs, distributors, and resellers across the IT software market.
Act as a true channel hunter, continuously mapping the market, building target lists, and engaging high-potential partners to expand SOTI's reseller ecosystem.
Own the full partner acquisition and development lifecycle, from prospecting and qualification through business case development, contract negotiation, onboarding, enablement, and ongoing growth.
Conduct ongoing market research to uncover new partnership opportunities and recruit partners aligned with our SaaS and enterprise mobility solutions portfolio.
Develop and execute joint business plans, go-to-market initiatives, co-marketing activities, and sales enablement programs to drive partner-generated pipeline and revenue.
Build strong executive-level relationships within partner organizations and act as a trusted advisor to drive engagement, commitment, and growth.
Monitor partner performance through pipeline creation, deal registrations, revenue contribution, and business reviews, ensuring partners remain active and productive.
Collaborate closely with Sales, Marketing, Product, and Leadership teams to maximize channel effectiveness and accelerate market penetration.
Consistently exceed partner recruitment and revenue targets through a highly proactive, results-driven approach.
Experience You'll Bring
3-5+ years of successful B2B technology sales or channel development experience with a software vendor, system integrator, reseller, distributor, or IT solutions provider.
Proven experience as a new business hunter, with a strong track record of identifying, approaching, and winning new channel partners or customers.
Demonstrated success building partner networks from the ground up rather than solely managing an existing portfolio of partners.
Experience owning the entire sales cycle, from prospecting and business development through negotiation and deal closure.
Strong network and established relationships within the Southern European IT channel ecosystem, particularly across Spain, Portugal, and Malta, including resellers, distributors, system integrators, and enterprise software partners, would be a significant advantage.
Experience selling SaaS solutions, Mobile Applications, Unified Endpoint Management (UEM), Mobile Device Management (MDM), Enterprise Mobility Management (EMM), Cybersecurity, or Cloud solutions is highly desirable.
Excellent relationship-building, presentation, negotiation, and communication skills.
Highly self-motivated, entrepreneurial, and comfortable working independently in a remote environment.
Results-oriented with a strong sense of urgency, accountability, and ownership.
Ability to thrive in a fast-paced, rapidly changing environment while maintaining a professional and customer-focused approach.
Fluent Spanish and professional-level English required.
Valid driver's license and willingness to travel frequently within the territory to recruit, enable, and develop partners.
About SOTI
SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provide the tools organizations need to truly mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a total, flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization.
At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities.
What are you waiting for? Apply today: https://www.soti.net/careers
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We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at careers@soti.net.
If you want to bring your ideas to life, apply at SOTI today.
Requires 3–5+ years of B2B technology sales or channel development, new-business hunting, full-cycle sales, partner-network building, fluent Spanish, professional English, a valid driver's license, and frequent territory travel.
Key Responsibilities
- recruiting partners
- developing partnerships
- driving revenue
Skills & Tools
SaaS, Mobile Applications, Unified Endpoint Management (UEM), Mobile Device Management (MDM), Enterprise Mobility Management (EMM), Cybersecurity, Cloud
Job Details
- Category: Sales
- Seniority: Mid Level
- Commitment: Full Time
- Workplace: Remote — Spain
- Languages: Spanish, English
About SOTI
A software provider delivering mobile and IoT device management solutions for enterprise operations. — Industry: Information Technology