Channel Account Manager - ShareGate

The role

You will own a set of Premier and Elite channel partners across North America and grow their sales of ShareGate. This is a sales-first role focused on partner-led revenue, pipeline and forecasting.

What you will do

• Drive partner-led revenue growth and own your number, pipeline coverage and forecast.
• Own your book of Premier and Elite partners and build a growth plan for each one.
• Build multi-level relationships with partners (sales, technical, leadership) as their strategic ShareGate contact.
• Equip partners to sell more through sales training, technical sessions and coordination with internal teams.
• Uncover larger migration opportunities, expand mailbox migration and Protect adoption, and drive uptake of new partner programs.
• Use AI daily for account research, partner planning, forecasting and communications.

Required qualifications

• 5+ years of channel sales experience in North America, ideally including the US, with a track record of meeting and exceeding quota.
• Experience managing Premier- or Elite-level partners, including building and executing partner business plans.
• A sales-first, hunter mindset: creates your own pipeline and shows sound judgment and initiative.
• Strong communication, presentation and negotiation skills, comfortable with sales teams and executives.
• Solid understanding of the IT channel ecosystem (distributors, resellers and services partners).
• Comfort using AI tools (e.g. Claude, Copilot, ChatGPT) daily.

Nice to have

• Microsoft ecosystem experience.
• Existing relationships with M365 partners.

Benefits

• LTIP program to share in long-term growth.
• RRSP.
• Family health insurance and telemedicine.
• Annual wellness budget.
• Flexible vacation policy.
• Remote work, with access to the Montreal office.
• In-person gathering twice a year.
• Claude access for everyone.

Before you apply

• The hiring process: a recruiter call, a virtual interview with the hiring manager, a take-home case study, then a meeting with future colleagues to discuss it.
• The posting says AI supports some hiring steps, but every hiring decision is made by a person.

About the company

Workleap is a Montreal-based tech company founded in 2006, with products including Workleap Agent and ShareGate, a Microsoft 365 migration and governance solution used by more than 15,000 companies worldwide.