Channel Account Executive

About the role

ACI Learning is a leading provider of audit, cybersecurity and IT training solutions, empowering individuals and organizations worldwide to improve their technical capabilities and their cybersecurity with compelling and comprehensive training. Our leadership position extends even further to our new SaaS Learning Platform myACI that goes beyond audit, cyber and IT training to provide organizational and individual knowledge assessment, analytics and training delivery with integrated AI to understand capabilities and skill gaps for organizations. Channel Account Executive (Remote) Most channel roles ask you to manage relationships. This one asks you to build them from scratch, then make them productive. There's a real difference, and it matters for who thrives here. At ACI Learning, the Channel segment is a growth priority, and we're looking for someone who genuinely enjoys both sides of the work: hunting for the right partners before anyone else does, and running disciplined business planning with the ones already producing. Neither half is optional. If you've been great at one but bored by the other, this role will show that quickly. What you'll actually spend your time on The partner ecosystem you inherit has a foundation, but a lot of it is underworked. Part of your mandate is figuring out where the leverage is. Which partners are worth doubling down on? Which segments are underpenetrated? Where can a well-run QBR or a joint GTM motion actually change behavior and revenue? Alongside that, you'll be recruiting and enabling net-new partners: VARs, MSPs, and education-focused distributors who can extend ACI Learning's reach into segments we're not fully covering today. That means onboarding, enablement, and staying close through the first several deals until a repeatable motion is in place. You'll carry a full quota across both new and expansion channel revenue. Forecasting and pipeline management happen in Salesforce, and you'll work closely with direct sales and customer success so channel isn't operating in isolation.

Requirements

• The short version: someone who has done this before in a B2B SaaS environment, knows what a productive channel ecosystem looks like, and doesn't need a fully built playbook to get moving.
• More specifically:
• 5 or more years in B2B SaaS channel or partner sales, with quota attainment you can actually speak to
• Familiarity with multiple partner types (VARs, MSPs, distributors) and how to manage a tiered ecosystem without over-managing it
• Experience in IT training, education, or workforce development is a genuine differentiator here, not a checkbox
• Comfortable with ambiguity: processes exist, but this is still a growth-stage environment where some things are being refined as you go
• Salesforce for pipeline management is a given
• What success looks like
• By month six, you've done the diagnostic work on the existing partner base, identified the top performers by revenue potential, and established real business cadences with priority partners. Pipeline from channel is trending up.
• By month twelve, you're at or above quota. A handful of net-new partners are producing. And you've built the internal relationships with direct sales and CS to function as a real extension of the GTM team, not a separate track.

Benefits

Additional Information

Join the ACI Learning Adventure! Our Mission Welcome to a new era of learning, where individuals and organizations come to transform goals into measurable success. At ACI Learning, we believe that anything worth doing is worth leading the way-with innovation, exceptional experiences, and impactful results. We provide a full ecosystem of learning and development solutions that empower people and businesses to lead with confidence, learn with purpose, and achieve outcomes that matter. Join us, and together, we'll shape the future of skill-building and professional growth. The ACI Team Imagine collaborating with over 200 of the brightest minds who are passionate, grounded, and dedicated to shaping the future of eLearning. Together, we're not just a team; we're a movement in one of the most exciting times in tech. Purpose-Driven Culture At ACI Learning, work isn't just a job. It's a passion we pour into every project, every day. We celebrate creativity, innovation, and the joy of doing what we love. Your Opportunity Are you ready to be part of something transformative? Dive into a world of collaboration, growth, and endless potential. Apply now and help lead the change!

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