Channel Account Manager

ConductorOne is the modern identity governance platform that makes it possible to move beyond the limitations of legacy IGA and reduce the identity attack surface with confidence. Designed for flexibility, ConductorOne provides a broad range of direct connectors to integrate with cloud, infrastructure, on-prem, and homegrown tools. The platform’s Access Fabric brings together previously siloed access and permissions data from across a company’s environment. This provides real-time visibility and dynamic access controls that allow businesses to reduce identity risks, move to just-in-time access, automate access reviews, and manage the full identity lifecycle. The platform delivers intuitive user experiences that help teams get up and running faster, using powerful automation backed by AI to significantly improve productivity. ConductorOne is trusted by forward-thinking enterprises like DigitalOcean, Instacart, NFI, Ramp, and Zscaler.

ConductorOne is expanding our channel team and seeking an experienced Channel Account Manager to drive strategic partner relationships and onboard key Value-Added Resellers (VARs) within the West region. This role will play a pivotal part in accelerating pipeline growth through partner-led activities and expanding our presence across the identity ecosystem.

The ideal candidate has strong, existing relationships with strategic VARs in the West, a deep understanding of partner sales motions, and a proven ability to exceed KPIs and revenue targets. While not a technical role, familiarity with identity and access management (IAM) solutions and established connections with identity-focused partner contacts are essential.

• Own and manage relationships with key VAR partners in the West region to drive mutual success and revenue growth

• Enable and support partners in effectively positioning and selling ConductorOne’s solutions

• Drive partner-led demand generation initiatives and pipeline acceleration programs

• Evangelize ConductorOne across partner sales, technical, and identity teams to expand mindshare and influence

• Work closely with internal teams (Sales, Marketing, Product) to align partner strategy with company goals

• Collaborate with the Channel Marketing team to execute co-branded marketing initiatives that generate leads and upsell opportunities

• Track, measure, and report on partner performance, pipeline contribution, and ROI

• 5+ years of experience in channel account management or partner sales within cybersecurity, SaaS, or identity-related industries

• Strong relationships with top-tier VARs in the West U.S.

• Familiarity with partner ecosystems and co-selling models

• Proven track record of achieving and exceeding sales targets and KPIs

• Working knowledge of identity and access management (IAM) solutions preferred

• Excellent communication, interpersonal, and organizational skills

• Self-starter with the ability to work independently and collaboratively in a fast-paced environment

• Competitive compensation and equity package

• Health, dental, and vision insurance Flexible time off and remote-first culture

• Opportunity to make a meaningful impact at a fast-growing startup

ConductorOne, Inc. is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.