Channel Account Executive

Strategy is seeking a Channel Account Executive to drive revenue growth through our indirect sales channels within an assigned territory. This role is responsible for developing and executing sales through defined channel routes to market, working with distributors, channel-led accounts, and commercial alliances to generate net-new revenue and expand existing business. 

This is a quota-carrying, individual contributor role with a strong focus on new logo acquisition via channels, while also supporting account growth within the indirect model. The Channel Account Executive owns the commercial results of the channel, acting as the deal owner and primary sales lead, while leveraging the channel as the primary route to close. 

Your Focus 

• Own and execute the channel sales strategy for the assigned territory, aligned with Strategy’s go-to-market model 

• Drive new business and pipeline generation through indirect channels, ensuring consistent funnel coverage and revenue predictability 

• Lead complex, enterprise sales cycles where the channel is the primary route to market, maintaining ownership of deal strategy and execution 

• Position Strategy’s value proposition to C-level business and IT stakeholders in channel-led opportunities 

• Identify, qualify, and close new logo opportunities sourced and executed through channels 

• Develop account strategies, win plans, and business cases (ROI, TCO) for channel-driven deals 

• Manage the full sales lifecycle: opportunity qualification, solution positioning, commercial negotiation, and close 

• Work cross-functionally with Inside Sales, Sales Engineering, Marketing, and Professional Services to support channel execution 

• Build and maintain a robust channel-driven pipeline, ensuring accuracy in forecasting and CRM reporting 

• Ensure disciplined execution of Strategy’s sales methodology (MEDDPICC) across all channel opportunities 

• Balance short-term revenue delivery with long-term channel performance and scalability 

• Identify and manage commercial, operational, and execution risks within the channel pipeline 

• Represent Strategy in channel-led events, commercial initiatives, and go-to-market activities