The Mission

Backlight is a global media technology company dedicated to improving the entire video content lifecycle, from creation to monetization. Our suite of SaaS solutions empowers creative teams at every stage of production.

As our Sr. Channel Account Manager, you will be a strategic driver of revenue growth, responsible for retaining and expanding Backlight’s high-value indirect sales ecosystem. You will spearhead relationships with our most critical distribution channels—including Tier-1 resellers, global distributors, elite integration partners, and strategic ISVs and ensure they achieve measurable business outcomes, maximize platform value, and see Backlight as an indispensable partner, directly influencing our product direction and growth. The ideal candidate brings a proven track record of scaling indirect revenue, navigating complex matrixed organizations, and commanding respect at the C-suite level.

Responsibilities

• Build deep, strategic relationships with senior client stakeholders, positioning Backlight as a critical enabler of their business imperatives.

• Own the renewal and expansion strategy for your accounts, identifying opportunities to deepen our partnership, drive new revenue with the existing base and grow our footprint.

• Proactively monitor client health and usage and lead strategic QBRs to drive continuous productivity, data-driven optimization, and revenue growth.

• Act as the definitive expert on Backlight's platform (Iconik and Wildmoka), guiding channel partners to optimal use and identifying new ways our solutions drive their customers' success.

• Drive internal alignment, championing client needs across Product, Engineering, and Sales to ensure our roadmap and services directly support their growth.

• Advise clients on industry trends and best practices, helping them leverage Backlight to navigate market shifts and achieve competitive advantage.

Requirements

We're looking for someone who thrives on driving client success and shaping long term partnerships.

• 7+ years of successful B2B software/SaaS sales experience dedicated to enterprise-level channel management or strategic alliance development.

• Ecosystem expertise working with complex, diverse partner ecosystems (Global System Integrators, Value-Added Resellers, and OEM/ISV partners).

• Experience owning customer relationships within the SaaS landscape with a deep understanding of content workflows and/or asset lifecycle management including an understanding of video formats, ingest, delivery, and distribution.

• Exceptional interpersonal agility to map out and navigate dense organizational charts within massive partner enterprises along with a track record of translating complex client needs into clear action, driving measurable business outcomes and revenue-generating channel strategies.

• Exceptional ability to engage and influence senior executives, articulating value and building trust.

• Demonstrated ability to manage multiple complex accounts, balancing competing priorities and driving projects to completion.

Work Arrangement

Location: Fully remote

Eligible locations: US