Note: The job is a remote job and is open to candidates in USA. Backlight is a global media technology company focused on improving the video content lifecycle through SaaS solutions for creative teams. The Sr. Channel Account Manager will drive revenue growth by retaining and expanding strategic indirect sales partnerships, managing renewals and expansions, monitoring client health, and aligning internal teams to support partner success.
Responsibilities
- Build deep, strategic relationships with senior client stakeholders, positioning Backlight as a critical enabler of their business imperatives
- Own the renewal and expansion strategy for your accounts, identifying opportunities to deepen our partnership, drive new revenue with the existing base and grow our footprint
- Proactively monitor client health and usage and lead strategic QBRs to drive continuous productivity, data-driven optimization, and revenue growth
- Act as the definitive expert on Backlight's platform (Iconik and Wildmoka), guiding channel partners to optimal use and identifying new ways our solutions drive their customers' success
- Drive internal alignment, championing client needs across Product, Engineering, and Sales to ensure our roadmap and services directly support their growth
- Advise clients on industry trends and best practices, helping them leverage Backlight to navigate market shifts and achieve competitive advantage
Skills
- 7+ years of successful B2B software/SaaS sales experience dedicated to enterprise-level channel management or strategic alliance development
- Ecosystem expertise working with complex, diverse partner ecosystems (Global System Integrators, Value-Added Resellers, and OEM/ISV partners)
- Experience owning customer relationships within the SaaS landscape with a deep understanding of content workflows and/or asset lifecycle management including an understanding of video formats, ingest, delivery, and distribution
- Exceptional interpersonal agility to map out and navigate dense organizational charts within massive partner enterprises along with a track record of translating complex client needs into clear action, driving measurable business outcomes and revenue-generating channel strategies
- Exceptional ability to engage and influence senior executives, articulating value and building trust
- Demonstrated ability to manage multiple complex accounts, balancing competing priorities and driving projects to completion
- **Location:** Fully remote
- **Eligible locations:** US
Benefits
- This role also features a variable compensation structure (commissions) in addition to the base salary and benefits.
- Fully remote
Company Overview