Role Description Drive AI adoption where it matters most. What if you could help some of the world's largest enterprises unlock measurable business value with enterprise-ready generative artificial intelligence? As a Strategic Account Manager at Coveo, you'll grow a portfolio of global strategic customers by expanding their adoption of our AI platform and helping them solve complex business challenges. You'll join a collaborative, customer-first team that combines deep industry expertise with cutting-edge AI technology. If you're energized by building executive relationships, navigating complex organizations, and delivering long-term customer success, you'll feel right at home. - Own a portfolio of global strategic customers, leading the entire account lifecycle while serving as their trusted advisor and primary point of contact. - Develop and execute strategic account plans that align Coveo's AI platform with your customers' business objectives, driving expansion, customer satisfaction, and long-term growth. - Build and strengthen executive relationships across business and technology leaders, including C-suite stakeholders, by delivering strategic guidance and business value. - Lead complex commercial negotiations and successfully navigate global procurement processes to close expansion opportunities. - Partner closely with Customer Success, Product, Marketing, Renewals, and Support teams to deliver a seamless customer experience while sharing customer insights that influence our product strategy. - Consistently achieve or exceed quarterly revenue targets by identifying, advancing, and closing high-impact expansion opportunities within your assigned accounts. Qualifications - 10+ years of experience exceeding sales targets while growing existing enterprise software or Software-as-a-Service (SaaS) accounts. - Proven success managing complex global accounts and engaging executive stakeholders, including Chief Executive Officers (CEOs), Chief Information Officers (CIOs), and senior business leaders. - Strong strategic account management skills with the ability to align technology solutions to customer business priorities and long-term outcomes. - Demonstrated expertise building and managing a healthy pipeline, leading complex sales cycles, and consistently delivering revenue growth. Requirements - Experience selling artificial intelligence (AI), cloud, data, or other emerging enterprise technologies. - A consultative approach that builds trust quickly and positions you as a long-term strategic advisor. - A collaborative mindset with the ability to influence cross-functional teams and thrive in a high-growth environment. - Curiosity, resilience, creativity, and a genuine passion for helping customers achieve meaningful business outcomes. Benefits - Join the Coveolife! - We encourage all qualified candidates to apply regardless of, for example, age, gender, disability, gaps in CV, national or ethnic background.

Role Description As a Inside Partner Account Manager you will focus on accelerating Red Hat OpenShift Virtualization adoption by engaging Service Providers and Distribution partners within the Insight ecosystem as customers transition from VMware following Broadcom's de-certification of more than 400 VMware Cloud Service Providers (VCSPs). Working as an extension of Red Hat's Partner Sales organization, the IPAM will proactively manage partner relationships, generate new pipeline opportunities, accelerate VMware migration engagements, and support partner enablement activities. This position is ideal for an individual who thrives in a fast-paced channel sales environment and enjoys driving measurable business outcomes through partner collaboration. Responsibilities - Partner Engagement - Manage an assigned portfolio of Insight Service Provider partners. - Conduct proactive outbound partner engagement and relationship management. - Schedule and facilitate recurring partner business reviews. - Coordinate partner onboarding and enablement activities. - Promote Red Hat virtualization and cloud platform solutions. - Support partner account planning and opportunity development. - Pipeline Development - Identify and qualify VMware displacement opportunities. - Generate new sales pipeline through partner outreach. - Review dormant opportunities and re-engage partners. - Advance opportunities from discovery through Technical Decision Points (TDPs). - Coordinate opportunity registration and Salesforce updates. - Support forecasting and pipeline management activities. - VMware Migration Program - Support execution of Red Hat's virtualization strategy by: - Promoting Virtualization Migration Assessments (VMAs) - Coordinating Specialized Delivery Partner engagements - Supporting customer migration planning - Scheduling technical workshops - Driving Proof of Concept (POC) Progression - Accelerating customer adoption of Red Hat OpenShift Virtualization - Sales Operations - Maintain operational excellence by: - Managing Salesforce opportunities - Updating pipeline forecasts - Tracking partner activities - Preparing executive reports - Supporting Quarterly Business Reviews - Maintaining accurate CRM records Qualifications - 5+ years of Partner Account Management, Channel Sales, or Business Development experience. - Experience supporting technology partners, distributors, or service providers. - Strong consultative selling and relationship management skills. - Experience managing opportunities within Salesforce CRM. - Excellent written and verbal communication skills. - Strong organizational and project management abilities. - Ability to prioritize multiple initiatives in a fast-paced environment. Nice to have Qualifications - Experience working with Red Hat, VMware, virtualization, hybrid cloud, or enterprise infrastructure solutions. - Knowledge of Red Hat OpenShift, OpenShift Virtualization, or Kubernetes platforms. - Experience working with Distribution partners such as Insight, TD SYNNEX, Arrow, or Ingram Micro. - Understanding of cloud migration strategies and virtualization modernization. - Experience supporting partner enablement and channel marketing programs. Benefits - A comprehensive benefits package (Health, Dental, Life Insurance and RRSP). - Remote work from home (available options). - The opportunity for career growth and development. - A collaborative and inclusive work environment. Salary Salary: 90,000 – 110,000 Annually. CGS evaluates compensation individually for each selected applicant. Final salary placement within our established parameters is based on multiple criteria, including regional market rates, internal equity considerations, cost-of-living geography, and candidate-specific attributes like professional experience, education, and technical skill sets. Furthermore, team members may have access to performance-based incentive structures and performance metrics designed to offer additional earning potential based on business growth.

• Manage and grow revenue through a portfolio of distributors, VARs, MSPs, and integrators. • Drive engagement, accountability, and opportunity progression across existing strategic partners. • Partner closely with Account Executives on strategic opportunities. • Activate and enable partners to generate leads and close deals. • Work alongside AEs and partners on active opportunities. • Monitor partner pipeline health, forecast accuracy, and revenue attainment. • Increase partner-sourced and partner-influenced revenue through active partner management.

• Build strong working relationships with key partners in-region, including SI’s, consulting firms, resellers, distributors, and MSPs, and serve as the primary point of contact for partner engagement within the geo. • Drive partner enablement so partners can effectively position Chainalysis, qualify opportunities, navigate sales plays, and work within our channel processes and requirements. • Develop and execute joint plans with priority partners in AMER to increase partner-sourced pipeline, improve partner engagement, and expand partner contribution to regional growth. • Work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts, opportunities, and go-to-market motions in-region. • Identify high-potential regional partners to prioritize, grow existing partner performance, and help recruit new partners where there is clear market opportunity or coverage need. • Support internal field enablement in AMER so sellers understand when and how to engage partners, the relevant program guidelines, and how to work effectively with indirect routes to market. • Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, account mapping, and escalation management where needed. • Track partner activity and outcomes in partnership with RevOps and sales, including partner-sourced pipeline, training progress, and overall partner performance in the region. • Coordinate closely with the broader Partnerships team to ensure regional execution is aligned to the overall program while remaining focused on in-market partner activation and revenue growth.