Enterprise Account Manager - Channel Sales
Description
The Opportunity:
We are seeking a high-performing Enterprise Account Manager to drive customer retention, expansion, and strategic growth across a portfolio of enterprise accounts. This role operates within a channel-first sales model where success is achieved through strong relationships with enterprise customers and close collaboration with reseller partners, distributors, systems integrators, managed service providers, and strategic technology alliances.
The successful candidate will engage directly with end customers while developing and executing joint account plans with channel partners to create, advance, and close opportunities. This role requires a deep understanding of how enterprise technology purchasing decisions are influenced through the channel and the ability to align customer objectives, partner capabilities, and company solutions to drive measurable business outcomes.
The Enterprise Account Manager will be responsible for driving adoption and expansion across the company’s full portfolio of solutions, including software, hardware, subscriptions, services, and emerging technologies spanning wireless networking, network performance, connectivity assurance, and internet intelligence solutions. Success in this role requires balancing direct customer engagement with partner collaboration while identifying opportunities to increase customer value through cross-sell, upsell, and multi-product adoption strategies.
Key Responsibilities:
- Enterprise Account Management
- Own and grow a portfolio of enterprise customer accounts through renewals, expansion, upsell, and cross-sell opportunities.
- Develop and execute strategic account plans aligned with customer business objectives and technology initiatives.
- Build trusted relationships with executive sponsors, IT leadership, engineering teams, procurement stakeholders, and operational decision makers.
- Conduct business reviews, account planning sessions, and customer success discussions to identify growth opportunities and mitigate risk.
- Maintain accurate forecasting, pipeline management, and account activity within Salesforce.
- Channel Partner Engagement
- Develop and execute joint account plans with reseller partners, distributors, systems integrators, and managed service providers.
- Conduct customer-facing meetings, discovery sessions, presentations, and business reviews alongside channel partner sales teams.
- Build strong relationships with partner account managers, sales leaders, architects, and practice leaders to drive revenue growth.
- Coordinate partner resources and internal teams to deliver a seamless customer experience throughout the sales lifecycle.
- Drive partner engagement through account mapping, opportunity planning, pipeline reviews, and executive alignment activities.
- Portfolio Growth & Solution Selling
- Position and sell the company’s full portfolio of solutions, including software, hardware, subscriptions, services, and emerging offerings.
- Identify opportunities to expand customer adoption across multiple product lines and solution areas.
- Partner with Sales Engineering, Customer Success, Product Management, Marketing, and channel partners to articulate business value and technical differentiation.
- Develop expansion strategies that increase customer value, strengthen retention, and drive long-term revenue growth.
- Alliance & Ecosystem Collaboration
- Collaborate with networking OEMs, alliance partners, and technology providers to develop pipeline and create joint customer opportunities.
- Leverage ecosystem relationships to increase market awareness, influence buying decisions, and improve win rates.
- Maintain a strong understanding of enterprise networking architectures, wireless infrastructure, network operations, and connectivity challenges.
- Participate in joint field activities, customer meetings, events, and partner engagements with strategic alliance partners.
Job Qualifications:
- Bachelor’s degree or equivalent professional experience.
- 5+ years of enterprise account management, strategic account management, or enterprise technology sales experience.
- 3+ years of experience working within a channel sales ecosystem involving resellers, distributors, systems integrators, managed service providers, or strategic partners.
- Proven success developing and executing joint account plans with channel partners.
- Demonstrated success identifying and executing cross-sell, upsell, and expansion opportunities within enterprise accounts through joint account planning, customer engagement, and sales teaming with channel partner sales teams, distributors, and systems integrators.
- Proven ability to manage complex enterprise sales cycles involving multiple stakeholders across customer, partner, and internal organizations.
- Consistent history of achieving or exceeding revenue, retention, and growth targets.
- Experience utilizing Salesforce or similar CRM platforms.
- Strong presentation, communication, negotiation, and executive relationship-building skills.
- Ability to travel as required to support customer and partner engagements
- Experience working for a technology vendor, OEM, or software company serving enterprise customers
About Ookla
Ookla, an Accenture company, is a global leader in connectivity intelligence that brings together the trusted expertise of Speedtest®, Downdetector®, Ekahau®, and RootMetrics® to deliver unmatched network and connectivity insights. By combining multi-source data with industry-leading expertise, we transform network performance metrics into strategic, actionable insights.
Our solutions empower service providers, enterprises, and governments with the critical data and insights needed to optimize networks, enhance digital experiences, and help close the digital divide. At the same time, we amplify the real-world experiences of individuals and businesses that rely on connectivity to work, learn, and communicate. From measuring and analyzing connectivity to driving industry innovation, Ookla helps the world stay connected.
Our Benefits
Ookla offers competitive salaries in addition to robust, health and wellness-focused benefits, including comprehensive medical, dental, and vision coverage, as well as life and disability benefits. Our employees enjoy Flexible Spending Accounts (FSAs), a 401(k) with company match, and an Employee Stock Purchase Plan.
We are committed to work-life balance with Flexible Time Off, Volunteer Time Off, and paid holidays. We offer family building and caregiving support and generous Family Care and Parental leave, when you need it. We also provide Fitness Reimbursement and access to wellness programs, ensuring our team stays healthy both physically and mentally.
Compensation Range
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. The salary compensation for this role is $100,000 to $131,000. Individual pay within the compensation range for this business unit specific role is determined based on a variety of factors including experience, scope of the role, capabilities to perform the role, education and training, as well as business and company performance.
Ookla is an Equal Opportunity Employer. At Ookla, Diversity, Equity, and Inclusion (DEI) has always been about fairness, equal opportunity, and belonging. DEI enables us to attract and retain the best talent, regardless of background or circumstances, while enabling our thousands of employees worldwide to thrive. If you have a disability or learning difficulty that requires accommodation, please let us know.