Inside Channel Account Manager

Role Overview

• Own and manage small-to-mid-sized opportunities with a focus on high-volume transactional deals, particularly within water/wastewater accounts
• Take full ownership of stalled opportunities, driving re-engagement, progression, and closure
• Execute lead routing, pipeline tracking, and opportunity follow-ups to ensure consistent pipeline velocity
• Assist partners with quoting, pricing requests, and deal structuring to accelerate time to close on small-to-mid-sized opportunities
• Actively manage and expand revenue from silver-tier partners through structured engagement, enablement, and consistent follow-up cadence
• Identify, qualify, and co-sell new Octoplant opportunities in partnership with channel organizations
• Build and maintain strong relationships that translate directly into pipeline generation and revenue growth
• Identify and drive site-level expansion opportunities within enterprise accounts with existing agreements or deployments
• Collaborate with Channel Account Managers and partners to uncover upsell and cross-sell opportunities
• Execute targeted expansion strategies to increase account penetration and ARR
• Leverage partner relationships, customer referrals, and proven success stories to replicate wins across additional sites
• Build repeatable expansion playbooks that drive multi-site adoption
• Conduct discovery conversations with partners and customers to identify operational challenges and align Octoplant solutions
• Drive pipeline creation through proactive outreach, partner engagement, and opportunity identification
• Coordinate product demonstrations and technical discussions with Solution Engineering teams
• Maintain accurate CRM data, forecasts, and pipeline reporting
• Participate in trade shows, partner events, and customer meetings to generate new opportunities

Requirements

• Bachelor’s Degree required
• 1 + years of experience in sales, channel sales, or account management with direct revenue responsibility preferred
• Proven ability (or strong potential) to manage opportunities and contribute to quota attainment
• Strong interpersonal and relationship-building skills with a focus on driving business outcomes
• Solid understanding of sales processes, pipeline management, and deal progression
• Highly organized with strong ownership mentality and follow-through
• Interest in SaaS, OT, industrial automation, or technology industries
• Experience working with channel partners or indirect sales models is a plus
• Familiarity with CRM platforms, such as, Salesforce or HubSpot
• Ability to manage multiple priorities in a fast-paced, revenue-driven environment
• AI literacy and willingness to leverage AI tools to improve prospecting and sales efficiency
• Willingness to travel up to 30%

Benefits

• Medical, dental, vision, and 401(k)
• Remote-friendly work environment