Account Manager

Account Manager

Salt is seeking an experienced Partner Manager to drive net new business and build a high‑performing partner ecosystem. In this role, you will identify, engage, and develop relationships with reseller and MSP partners to expand market reach across Cloud, Cybersecurity, and adjacent technology disciplines.

Salary will be commensurate with skills and experience. Speak with your recruiter to learn more.

• Identify, prospect, and onboard new reseller and MSP partners through proactive outreach, networking, and market research.
• Build a scalable partner base with a focus on whitespace coverage and incremental revenue generation.
• Drive early engagement through compelling value propositions and fast‑start enablement plans.
• Collaborate with internal vendor and alliance stakeholders to align new partners with the most relevant technologies and incentive programs.

• Act as the primary point of contact for assigned partners, ensuring strong and responsive communication.
• Establish long‑term, trust‑based relationships that drive repeat business and partner loyalty.
• Educate partners on the organisations portfolio, sales programs, and enablement resources.
• Develop account plans that support partner success and sustainable growth.
• Own clear monthly, quarterly, and annual GP/revenue targets, with a strong emphasis on net new business.
• Drive sales volume through partner activation, upsell, and cross‑sell initiatives.
• Leverage promotions, campaigns, and vendor‑funded programs to maximise deal flow.
• Maintain accurate CRM records, ensuring strong pipeline visibility and forecasting discipline.

• Deliver onboarding sessions to new partners covering systems, marketplace tools, and sales processes.
• Work cross‑functionally to create targeted campaigns aimed at accelerating partner activation.
• Conduct ongoing market mapping to identify whitespace opportunities and competitor activity.
• Provide partner and market insights to senior stakeholders to inform vendor strategy and campaigns.
• Use data and analytics to prioritise high‑potential partners for development.

• Partner closely with internal teams including Vendor Alliances, Marketing, and Sales Operations to coordinate outreach, campaigns, and onboarding.
• Share success stories, use cases, and market insights to support continuous improvement across the sales function.
• Ensure operational excellence by aligning with internal processes for quotations, order fulfilment, and post‑sales support.

• Proven track record in new business development or channel partner acquisition within IT distribution, vendor, or MSP environments.
• Strong hunter mentality – proactive, resilient, and target‑driven.
• Excellent communication and relationship‑building skills, with the ability to influence at multiple levels.
• Solid understanding of the IT channel ecosystem, particularly Cloud, Cybersecurity, and Infrastructure.
• Commercially astute with strong negotiation and deal‑closing capability.
• Highly organised, with experience managing a high‑volume partner or account base.
• Confident using CRM and sales tools to manage pipeline, forecasting, and performance tracking.
• Self‑starter with a growth mindset and the ability to operate autonomously.

• Number of new active trading partners onboarded per month and quarter.
• Achievement of monthly, quarterly, and annual revenue targets.
• Percentage of new partners transacting within 30/60/90 days of onboarding.
• Number of vendors and solutions adopted per partner.
• Consistent, accurate, and transparent pipeline reporting.
• Quality and satisfaction feedback from newly onboarded partners.

This role is ideal for a sales hunter who thrives on building something from scratch. Entrepreneurial, energetic, and growth‑driven, the successful candidate is confident with cold outreach, skilled at converting conversations into opportunity, and motivated by developing long‑term, profitable partner relationships within a Cloud and Cybersecurity‑led technology portfolio.

• Associate

• Full‑time

• IT Services and IT Consulting