Channel Account Manager at Drift

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About Drift

Drift is the Revenue Acceleration platform that uses Conversational Marketing and Conversational Sales to help companies grow revenue and increase customer lifetime value, faster.  

More than 50,000 businesses use Drift to align sales and marketing on a single platform to deliver a unified customer experience where people are free to have a conversation with a business at any time, on their terms.

About the Partner Program

In the last two years, Drift has grown to over 350 partners globally with one of the fastest growing partner programs in B2B SaaS. These partners include marketing and demand generation agencies, consultants, and systems integrators. Our goal is to create a $100M partner program with the world’s best partner program in B2B SaaS.

Channel Account Manager

As Drift continues to expand quickly into the Enterprise, we are growing our partner team with a dedication to consultancies, system’s integrators, and other strategy partners that work with Mid-Market to Enterprise B2B clients. As a Channel Account Manager, your primary responsibility is to recruit and ensure your most valuable partners are getting everything they need to demonstrate the value Revenue Acceleration can provide for their customer and target clients. The role is measured by pipeline and revenue with Drift Account Executives and Account Managers with partner involvement.

What you’ll be doing as a Channel Account Manager on the Partner team at Drift:

  • Manage a book of channel partners such as management consultants, marketing agencies, and systems integrators that service & sell to companies with 1,000 employees or more. You will own between 20-30 channel partners. Some partners you will inherit on day 1 who are already active, others will be recruited and activated.
  • Master the Drift value proposition for Revenue Acceleration and Conversational A.I.
  • Master methodologies and delivery models for creating a Conversational Go-To-Market strategy for your partners’ customers. 
  • Master Conversational Strategy and Service pricing and packaging models for partners to deliver to clients..
  • Work closely with Drift Sales Executives and your Partners to source business for and with our Sales team. 
  • Own a source and influence revenue quota, achieved through deals your partners source and service..

 About you and what type of skills you'll need:

  • You are a trusted advisor to your clients, partners, and teammates. You create opportunities whenever others see problems, roadblocks, or friction.
  • You are comfortable in driving six-figure opportunities with seven-figure impacts and upsides.
  • A proven track record of delivering above target performance.
  • 3+ years of experience in channel sales, management consulting, marketing agencies, or equivalent.
  • 3+ years of sales or account management experience working with Enterprise clients.
  • You have experience initiating and managing change within a partner’s business
  • Experience working with and in a selling committee.
  • Experience selling to B2B SaaS Marketing decision makers is a value add..
  • A deep understanding of modern Go-To-Market strategies, Customer Experience, and the Enterprise CMO persona.
  • The ability to demonstrate a strong aptitude for both selling and building lasting relationships with Partners.
  • Ability to drive both internal and external account mapping with precision and process.
  • Strong business acumen and comfort with presenting to, and establishing relationships with, senior level executives in enterprise-level companies.
  • Technologically savvy and ability to learn and demonstrate new technology fast.
  • The ability to work individually and collaborate within a team environment to achieve set goals.
  • Exceptional verbal and written communications skills.
  • Love putting the partner at the center of your day.

At Drift, team members:

  • Have complete ownership and accountability over their role and functional area
  • Have complete transparency into the rest of the company (and are expected to show their work and do the same)
  • Have a sense of urgency. We are building a once in a lifetime company at Drift, so we move fast every single day

Drift is committed to being an equal opportunity employer.

We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as a “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our CEO

If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!

Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected] #LI-JK #LI-Remote

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Technology we use

  • Engineering
  • Product
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • AngularJSFrameworks
    • DjangoFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement

An Insider's view of Drift

What are some social events your company does?

Every summer we take a few days as a team and head to Western Massachusetts for Camp Drift! Camp is an amazing weekend where we take a moment to celebrate what we have accomplished, and set goals for the coming year.

Lacey

Public Relations

How do you collaborate with other teams in the company?

I feel really lucky because I get to work with the Sales, Customer Success, Product, and Ops team on a regular basis. We say "One team, one dream" un-ironically and are always willing to hop into anything that benefits the customer.

Sara

Conversational Marketing Specialist

What makes someone successful on your team?

Our leadership principles are the core of who we are and how we operate every day. Bringing these in to your actions, decisions, and how you deliver results is the surest way to be successful here. Walk the talk. Focus on the customer. Deliver results every single day.

Kari

Director of Learning and Development

What is your vision for the company?

Today, all of our lives run in real-time. As a result, our expectations for how we communicate with businesses have changed: we expect answers in real-time too. Customers have all of the power today, and that’s why we put a premium on how we’re treated. Businesses need to adapt to this shift in order to thrive today, and that’s what we focus on.

David

CEO, Co-Founder

What’s the vibe like in the office?

High-energy! From sales, to marketing, to customer success and beyond everyone rallies around one common goal which is putting the customer first. End of month is always exciting for this reason.

Amanda

Customer Success Manager

What are Drift Perks + Benefits

Drift Benefits Overview

Our employees are our greatest asset. To take care of you and your family we offer an extensive employee benefit plan. On top of comprehensive health, dental, and vision plans, we also offer generous PTO, parental leave for primary and secondary caregivers, 401K matching, wellness perks and discounts, free lunch, snacks and coffee every day, the Drift book club (one free book of your choosing a month!), a mentor series, and more.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Open door policy
Team owned deliverables
Team based strategic planning
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
At Drift we have eight different Employee Resource Groups for people of similar backgrounds or interests to promote inclusion.
Hiring Practices that Promote Diversity
We have a recruiter devoted to diversity sourcing to help us reach our diversity related hiring goals.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Every other week Inner City Weightlifting comes to the office to teach a fitness class to Drift employees.
Mental Health Benefits
We offer all employees a free subscription to the Headspace meditation app, employee-led yoga and meditation breaks, and have an Employee Resource Group that focuses on mental well-being
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Sabbatical
After working at Drift for three years, all Drift employees are eligible for a month-long sabbatical.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Happy Hours
Recreational Clubs
Fitness Subsidies
Home Office Stipend for Remote Employees
We offer a home office stipend to all employees, as well as a $100 credit each month towards internet, office supplies, etc.
Professional Development Benefits
Diversity Program
Lunch and learns
Promote from within
Mentorship program
Customized development tracks
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