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Itential is the agentic operations platform for infrastructure, enabling enterprises to build, integrate, execute, govern, and operate AI agents and workflows that take real action on production systems. The company is trusted by global carriers, leading financial institutions, and U.S. federal agencies to run mission-critical infrastructure operations at scale.
As a Senior Channel Account Manager, you will manage a focused portfolio of strategic partners while expanding Itential's reach across a broader ecosystem of GSIs, FSIs, VARs, and MSPs across North America. You will report to the VP of Business Development & Channel and operate with significant autonomy to build a repeatable, enterprise-grade partner motion.
Key responsibilities include:
- Owning strategic partner relationships and building joint business plans with executive-level alignment and quarterly business review cadence
- Developing and managing a broader partner ecosystem with clear prioritization and engagement frameworks across partner types
- Driving partner-sourced and partner-influenced pipeline in close coordination with executive leadership
- Strengthening core channel infrastructure including deal registration, partner onboarding, and enablement programs
- Delivering enablement programs that equip partners to confidently position and sell Itential to enterprise buyers
- Partnering with marketing on joint go-to-market campaigns and demand generation programs
- Aligning cross-functional resources (sales, sales engineering, product) in support of partner-driven opportunities
- Representing Itential at industry and partner events to reinforce credibility with partners and prospects
- Providing regular reporting and strategic input on partner performance and program direction
The role requires 25% travel for partner and customer engagement across North America, with flexibility for partner and customer engagement across time zones. You will work standard business hours with access to Salesforce, partner relationship management platforms, and LinkedIn Sales Navigator.
Requirements:
- 6+ years of channel or partner management experience with direct ownership of enterprise-caliber partner relationships
- Experience in the network, infrastructure, or IT software market, ideally within a high-growth or scale-up environment
- Demonstrated ability to build channel programs and processes, not only operate within established ones
- Experience working across a range of partner types including GSIs, FSIs, VARs, and MSPs
- Executive presence and credibility to engage senior stakeholders at partner organizations and within Itential
- Strong business acumen with ability to build and defend a business case
- Self-directed, resourceful approach to operating in a growth-stage environment
