SW Channel Account Manager

Overview At One Identity, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize, and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now. Reporting to the APJ Channel Sales Manager, the Channel Account Manager (CAM) is responsible for executing One Identity’s partner strategy across ANZ, with a focus on driving revenue growth through Distribution, Managed Partners and Global System Integrators. Success in this role requires a well-rounded skillset and experience that combines intellectual capability (IQ), emotional intelligence (EQ), and technological acumen (TQ). The CAM will conduct territory and competitor analysis as part of the go-to-market (GTM) planning process, contributing to a collaborative business plan that encompasses partner revenue, enablement, demand generation, deal execution, sales and delivery skills development, and customer references. Collaboration between One Identity and partner stakeholders is pivotal to success, ensuring focus on the right market opportunities and delivering continuous value to our joint customers. As part of this process, the CAM actively participates in local events, sales meetings, account planning sessions, and marketing activities to evangelize One Identity capabilities and educate partners and field teams on the value we bring to customers. The CAM role requires a sales-oriented skillset with a strong bias toward accountability, actionability, and persistence. Equally important, the partnership development aspect of the role demands strong relationship-building abilities and a service-oriented mindset—supporting partners effectively while ensuring One Identity’s goals are achieved throughout the sales process. In addition, the role requires strong internal collaboration and the ability to work cross-functionally with key One Identity teams, including Sales, Presales, Marketing, Global Alliances, Customer Support, Product Management, and other support functions. The CAM must also possess a deep understanding of One Identity solutions, clearly articulate the business value they deliver, and demonstrate how they drive business transformation within our target markets. Responsibilities Collaborate with sales leadership to define the market opportunity, strategy, and business plan for strategic and managed partners across ANZ, with a strong focus on revenue growth. Manage and report progress against plan throughout the year. Engage stakeholders internally and externally to ensure successful execution of the business plan. Understand partner organizations, including their political structures, and build senior executive champions to drive change and overcome obstacles. Coordinate and support enablement activities to train and educate partner sales and technical teams. Drive and support demand generation initiatives to expand pipeline growth. Align with partners and One Identity product management to address localization requirements. Share and adopt best practices in collaboration with other regional partner leaders and stakeholders. Develop deeper, sustainable partnerships with selected partners to increase market share against core competitors. Achieve assigned sales and pipeline targets. Execute with discipline and pragmatism, focusing on a defined set of partners in alignment with the One Identity Partner Program. Communicate business plans and progress updates through regular meetings. Qualifications Minimum of 5 years of enterprise sales experience, preferably in software sales. Channel sales experience, in addition to direct selling, is highly desirable. Proven experience selling solutions across hardware, software, and virtual/hybrid environments. Track record of closing deals exceeding US$250K in a single transaction is highly desirable. Proficiency with Salesforce is strongly preferred. Familiarity with the MEDDIPICC opportunity management process is highly desirable. Demonstrated ability to identify, recruit, and onboard go-to-market partners. Proven success selling to senior decision-makers with procurement authority (“Economic Buyers”). Strong communication skills, both written and verbal; ability to collaborate effectively with cross-functional teams is essential. Why work with us! Life at One Identity means collaborating with dedicated professionals with a passion for technology. When we see something that could be improved, we get to work inventing the solution. Our people demonstrate our winning culture through positive and meaningful relationships. We invest in our people and offer a series of programs that enable them to pursue a career that fulfills their potential. Our team members’ health and wellness are our priority, as well as rewarding them for their hard work. One Identity is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. Come join us. For more information, visit us on the web at http://www.One Identity.com/careers. Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on One Identity.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be One Identity employees if they have an email address ending in @One Identity.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general. #LI-CB1