Sr. Channel Account Manager
Confirmed on the employer's own hiring board on Sep 26, 2026. First seen by Alion on Aug 24, 2026.
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 responsible for retaining and expanding Backlight’s existing indirect sales ecosystem. You will manage relationships with our channel partners and ensure they achieve measurable business outcomes, maximize platform value directly influencing revenue growth. The ideal candidate brings a proven track record of scaling indirect revenue, navigating matrixed organizations and achieving results.
Responsibilities
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.
Build relationships with all stakeholders, positioning Backlight as a critical enabler of their business imperatives.
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), 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 accelerating expansion growth.
5+ years of successful SaaS sales experience dedicated to owning customer relationships; channel management or strategic alliance development working with partner ecosystems.
Deep technical understanding of media asset management (preferrably Iconik), content workflows and/or asset lifecycle management including an understanding of video formats, ingest, delivery, and distribution.
Drive measurable business outcomes and revenue-generating channel strategies.
Exceptional ability articulating value and building trust.
Demonstrated ability to manage multiple accounts, balancing competing priorities and driving results.
Work Arrangement
Location: Fully remote
Eligible locations: US
The anticipated salary range for this position is $110,000-$160,000 annually, depending on experience, skills, and geographic location. This role also features a variable compensation structure (commissions) in addition to the base salary and benefits.