Technical Channel Account Manager

Job Location CA-ON-Ottawa
Posted Date (MM/DD/YYYY) 4 weeks ago(1/25/2018 4:01 PM)
Requirement Number
Job Type
Full Time
Career Level
Time Zone
Job Category
Customer Success

Job Description

Technical Channel Account Manager

Location: Ottawa, Ontario


Why Pythian?


Pythian is a global IT Data company based in Ottawa that specializes in designing, implementing, and managing systems that directly contribute to revenue and business success. We help companies adopt disruptive technologies such as advanced analytics, big data, cloud, databases, DevOps and infrastructure management to advance innovation and increase agility. We have continued to expand to offer not just services but also to focus on product development leveraging new and exciting technology that will empower our customers through digital transformation.


Pythian is seeking a Technical Channel Account Manager that will serve as a contributor to Pythian's Tehama Digital Platform Team and has a passion for technology and a commitment to client experience to support the growth of its new product platform. The successful candidate will be a key contributor to the product platform for Tehama and will drive with the team to achieve optimal client experience & portfolio growth. Building and maintaining strong relationships with our clients is essential by partnering to be keenly aware of their business, process and automation, as well as a deep understanding of our digital platform technology.


As the Channel Account Manager, you will be responsible for managing and executing channel strategy plans with the provider you are associated with to help that provider focus on driving growth and revenue. You will serve as technical sales overlay for providers of Pythian services and sales engineering.


Key responsibilities

  • Provide insight and influence on the overall adoption and onboarding of the Provider channel program and execute on the final go-to-market plan
  • Define a provider onboarding strategy that is aligned with the company and regional goals
  • Participate in the management of a field Channel team supporting their regional responsibilities
  • Work closely with the designated Partner Executives and Provider Team members to align Company's solutions with Partner's core business model and leverage where applicable
  • Oversee the recruitment and management of all partner related activities and all salient business terms and contracts
  • Create, support, track, and measure all sales initiatives with Partners and the Channel team
  • Design, implement, and execute a plan for each targeted partner and build effective measurements that clearly show revenue milestones are being met and justify ROI for channel investment
  • Domestic travel- up to 30-40%
  • Dual reporting line supporting existing Channel Account Managers in alignment with Regional Directors
  • Create authentic cross-functional relationships externally to drive our business mandate forward and deliver first-class customer experience
  • Work with clients to build Customer Success Plans, establishing critical goals, to aid the customer in achieving their objectives
  • Measure and monitor customer’s achievement of critical and key performance indicators
  • Assist in workshops to help customers demonstrate the full value of Tehama solutions and lead periodic partner meetings
  • Provide insight with respect to the availability and applicability of new products and features
  • Provide key initial customers with personalized full cycle technical customer service (concierge)
  • Act as a technical authority, providing expertise to customers to ensure that we surpass their expectations
  • Work with development and product management to improve the product by being the “voice of the customer”



  • VMware Certified Professional (VCP)
  • Microsoft Certified Solutions Developer Certification  (MCSD)
  • Network+ Certification
  • 2+ years experience supporting enterprise software or SaaS products
  • 5+ years experience with one or more leading public, private and hybrid cloud infrastructures (IaaS, PaaS), technologies and services (AWS, Azure, OpenStack, Docker, etc)
  • AWS certification(s) and experience a significant advantage
  • Experience with Virtual Desktop Infrastructure technology (AWS Workspaces, VMWare, etc)
  • Good knowledge of Routers, Firewalls, Switches, VPN and other networking technologies
  • Windows knowledge and skills
  • Salesforce experience highly desirable
  • Proven success in building and maintaining strong relationships with external customers & internal business key stakeholders to foster optimal client experience and technical customer service delivery
  • Ability to communicate effectively, both oral and written
  • Willing to work outside normal office hours when required to provide coverage for our worldwide customers
  • Entrepreneurial, self-motivated, and outcome-oriented and comfortable with the speed of our business; desire to work in a fast paced, deadline driven, startup environment
  • Builds champions within our client’s team and coaches them for success
  • Meets assigned timelines with high-quality, complete deliverables in unsupervised, sometimes remote situations
  • Experience and excellence in channel sales is considered an asset (SaaS based, software sales, security/compliance)
  • Undergraduate degree in Computer Science, Computer Engineering or related degree (or equivalent experience in software engineering)




  • An equivalent combination of education and experience, which results in demonstrated ability to apply skills will also be considered
  • Pythian is an equal opportunity employer and welcomes applications from people with disabilities.  Accommodations are available on request for candidates taking part in all aspects of the selection process
  • All applicants will need to fulfill the requirements necessary to obtain a background check


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