Channel Account Manager

Please Note: This posting is for Canadian-based applicants only. If you are applying in the USA, please apply here: Channel Account Manager.

Role Summary:

The Channel Account Manager drives D2L's global channel program across APAC (India & Philippines), EMEA (Spain & South Africa), and LATAM (including Brazil). This role expands revenue through indirect sales channels, ensuring partners are enabled, accountable, and successful. The ideal candidate is flexible, professional, and relationship-driven, with strong financial and commercial acumen. They balance strategic partner management with practical execution—helping regional sales teams leverage partners for events, RFPs, demos, and co-sell opportunities—while maintaining cost efficiency by acting as the single global channel lead. 

How You'll Make an Impact: 

• Develop and execute a global channel strategy covering assigned regions; identify and onboard new partners as needed 
• Build and maintain solid and productive relationships with the Tier 1 channel partners and local teams supporting them 
• Enable partners through structured onboarding, training, and access to resources. 
• Coordinate regional marketing activities (e.g., virtual and in-person events such as local breakfasts and webinars) in collaboration with D2L marketing. 
• Support RFP coordination, partner-led demos, and opportunity management with internal teams. 
• Track partner pipeline, performance, and revenue; deliver quarterly business reviews and forecasts 
• Manage partner profitability, deal registration, and discount structures to protect D2L's margins
• Ensure operational consistency in contracts, compliance, and enablement across all regions
• Act as the internal bridge between regional sales, pre-sales, marketing, and partner organizations
• Automate tedious and repetitive work using AI tools, agents and technology solutions 
• Represent D2L with professionalism and integrity across cultures and time zones
• Travel up to 25%  

What You'll Bring to the Role: 

• 5+ years in SaaS or enterprise software sales/channel management
• Deep understanding of SaaS channel models (VAR, reseller, distributor, referral) 
• Proven success building or scaling partner programs across multiple regions
• Experience in global or emerging markets, ideally with an education or technology focus 
• Demonstrated ability to manage partner profitability, pipeline accountability, and enablement frameworks
• Skilled in sales enablement, partner marketing, and pipeline management
• Strong negotiation, contracting, and financial modeling capabilities 
• Excellent presentation and facilitation skills; able to coach and motivate partner teams
• Experienced with CRM/PRM tools (Salesforce preferred) and partner reporting 
• Professional level proficiency in Spanish as a second language is a strong asset; Portuguese a plus
• Comfortable with travel (must be able to travel globally and hold a valid passport) and remote collaboration across time zones (must be able to flex hours to accommodate meetings across time zones)
• Bachelor's degree in Business, Marketing, or related field is an asset

What Sets You Apart: 

• Relationship & Influence: You build trust easily with partners and internal teams. 
• Strategic Execution: You combine vision with disciplined follow-through and translate goals into measurable outcomes. 
• Financial Acumen: You balance growth with fiscal responsibility, ensuring win–win partner economics. 
• Flexibility & Agility: You adapt to diverse markets and shifting priorities. You thrive in a global matrix environment. 
• Accountability: You deliver results with clear ownership of partner-sourced pipeline and revenue. 
• Communication: You are a strong cross-cultural communicator with clear, concise, persuasive communication in both English and Spanish (preferred). Professional level proficiency in Spanish as a second language is a strong asset; Portuguese a plus. 
• Quick Learner: You bring an 'AI first' mindset and willingness to experiment with and learn new technologies quickly to accelerate productivity and continually level up the role.