Partner Account Manager
Job Summary
Job Description
Ekahau is seeking a Partner Account Manager to drive revenue growth and channel success by managing and expanding relationships with strategic reseller and distributor partners. The role focuses on increasing market share, building executive relationships, and driving awareness of Ekahau solutions. Responsibilities include managing partner revenue, acting as a primary point of contact, executing joint business plans, cultivating executive relationships, conducting sales trainings, and identifying co-sell opportunities. The ideal candidate will have proven experience in channel sales, preferably in software or SaaS, and is adept at maintaining CRM systems.
Must have:
- 5+ years in channel sales or partner account management
- Proven success with resellers, VARs, distributors, or SIs
- Experience selling software/SaaS solutions
- Deep understanding of channel sales lifecycle
- Ability to build strong relationships with sales reps and executives
- Excellent communication, negotiation, and account management skills
- Strong discipline in maintaining CRM systems
- Bachelor's degree in Business or Marketing preferred
- Ability to travel occasionally (10-20%)
Good to have:
- Wireless networking or IT infrastructure experience is a strong plus
Perks:
- 401(k) matching
- Unlimited PTO
- Employee Stock Purchase Plan options
- Health/dental/vision insurance coverage
- Wellness benefits (Calm app, gym reimbursement, ERG groups, etc)
- Employee Assistance Programs (EAP)
- Fertility options
- Pregnancy support
- Pet insurance
- Enhanced parental leave
- Disability coverage
11 skills required
Job Details
Description
About Ekahau
Ekahau is the global leader in wireless network design and troubleshooting solutions. Our products help IT professionals design, optimize, and maintain high-performing Wi-Fi networks. From hospitals to universities and global enterprises, Ekahau enables reliable connectivity in the most demanding environments.
Position Summary
We are seeking a Partner Account Manager to drive revenue growth and channel success by managing and expanding relationships with our strategic reseller and distributor partners. This role is responsible for increasing market share, building executive-level relationships, and driving awareness of Ekahau solutions across the partner ecosystem. The ideal candidate has proven experience in a channel sales model, preferably in software and/or SaaS sales, and thrives in a fast-paced, high-performance environment.
Key Responsibilities
- Manage and grow revenue across a defined set of strategic reseller and distributor accounts
- Serve as the primary point of contact for assigned partners and act as their advocate within Ekahau
- Execute joint business plans to drive pipeline creation, deal registration, and quarterly sales targets
- Drive awareness and market share by engaging strategically with partner sales reps and identifying key influencers within partner organizations
- Cultivate and develop executive-level relationships with partner stakeholders to align on business goals and long-term success
- Conduct regular partner business reviews, sales trainings, and enablement sessions to ensure partner readiness and motivation
- Identify, develop, and close co-sell opportunities with and through the partner ecosystem
- Ensure Salesforce hygiene is maintained through accurate and timely opportunity updates, partner activity tracking, and pipeline forecasting
- Coordinate with internal teams including marketing, sales, support, and product to deliver a seamless partner experience
- Monitor partner performance and market trends to provide insights and drive program improvements
- Ensure partner compliance with Ekahau’s channel policies, pricing structures, and deal registration guidelines
Qualifications
- 5+ years of experience in channel sales, partner account management, or similar roles
- Proven success working with resellers, VARs, distributors, or system integrators
- Experience selling software/SaaS solutions; wireless networking or IT infrastructure a strong plus
- Deep understanding of the channel sales lifecycle and partner co-selling dynamics
- Demonstrated ability to build strong relationships with sales reps and executive decision-makers
- Excellent communication, negotiation, and strategic account management skills
- Strong discipline in maintaining CRM systems (Salesforce preferred) and reporting accuracy
- Bachelor’s degree in Business, Marketing, or a related field preferred
- Ability to travel occasionally to partner or industry events (10–20%)
Why Join Ekahau?
- Work with a market leader in wireless design and AI-powered troubleshooting tools
- Impactful role supporting top-tier partners in a high-growth, collaborative environment
- Clear ownership of territory, partner performance, and CRM discipline
- Competitive compensation, benefits, and professional development opportunities
Benefits
We care deeply about each other and the work we do, and our perks are just one way we demonstrate this. We offer a comprehensive benefits package, including (but not limited to):
- 401(k) matching
- Unlimited PTO
- Employee Stock Purchase Plan options
- Health/dental/vision insurance coverage
- Wellness benefits (Calm app, gym reimbursement, ERG groups, etc)
- Employee Assistance Programs (EAP) (mental health, financial advice, legal guidance, and more)
- Fertility options
- Pregnancy support
- Pet insurance
- Enhanced parental leave
- Disability coverage
As required by applicable Pay Transparency laws, Ookla provides a range for the base pay. Factors that may be used to determine your actual pay may include your specific job related knowledge, skills, experience, and geographic location. Some roles may include a target bonus or sales commission plan based on level of role. The base pay for this position ranges from $75,000/year up to $130,000/year in base salary.
If you’re passionate about joining the work we’re doing, we welcome your application and encourage applicants with both traditional and non-traditional experience that makes them an excellent candidate for the role. We strongly believe diversity of all kinds makes us better. We are an equal opportunity employer actively working to build an inclusive workforce at all levels of the company. [Read our latest diversity report from our parent company here.] Ookla is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other characteristic protected by law.
Ookla is a division of Ziff Davis. 3
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