National Retail and Accountant Channel Manager

Job summary

Own commercial relationships and growth across national retail, distributor, accounting firm, and small-business partner accounts, including revenue targets, renewals, pricing, promotions, product launches, and account performance. Develop new strategic partnerships and partner-led pipeline, manage forecasting and operational processes, and deliver measurable retention, expansion, and revenue outcomes.

Job details

Job Description The National Account & Channel Manager is accountable for driving profitable, sustainable growth across Sage Canada’s national retail, accounting, and small business partner ecosystem. Acting as the primary commercial owner for national retailers, distributors, and medium-sized accounting firms, this role manages account strategy, performance, renewals, pricing, promotions, forecasting, product launches, and partner development. The role is responsible for protecting and expanding existing revenue, delivering net revenue and growth targets, identifying cross-sell and upsell opportunities, and establishing new strategic partnerships that broaden Sage’s reach within the Canadian small business market. Success requires strong commercial judgement, disciplined execution, executive-level relationship management, and the ability to translate partner opportunities into measurable revenue, retention, and pipeline outcomes. Key Responsibilities Key accountabilities and decision ownership: Own national retail partner relationships as the primary commercial point of contact, developing strategic account plans and making day-to-day decisions that strengthen partner performance, customer reach, revenue growth, and operational continuity. Deliver net revenue targets across the assigned national account and channel portfolio by actively managing renewals, retention, pricing, cross-sell, upsell, new business, and partnership-sourced revenue opportunities. Set and manage retail pricing and promotional strategy, ensuring commercially sound execution, pricing accuracy, margin discipline, and alignment across retailer and distributor platforms. Lead the annual retail product launch cycle, coordinating planning, distribution, version transitions, partner readiness, launch execution, and post-launch issue resolution to maximize commercial impact. Oversee retail financial and operational processes, including purchase orders, payments, weekly sales forecasts, monthly accruals, Marketing Development Fund calculations, and performance reporting. Own the full lifecycle of national accounting firm partnerships, including commercial strategy, contracts, renewals, license volumes, stakeholder engagement, account planning, and overall relationship health. Drive retention and expansion within existing accounts through proactive account management, pricing actions, whitespace identification, cross-selling, upselling, and the introduction of additional Sage products and services. Identify, develop, and onboard new national accounting firm accounts, prioritizing high-potential prospects and advancing opportunities from initial engagement and commercial negotiation through partnership launch. Expand Sage’s strategic partnership ecosystem by developing relationships with associations, councils, chambers of commerce, and other organizations serving Canadian small businesses. Design and negotiate partnership activation models, including co-marketing, member offers, sponsorships, content programs, and other initiatives that create qualified pipeline and measurable revenue opportunities. Own partnership-driven pipeline, forecasting, and market insight, maintaining accurate CRM visibility, identifying risks and opportunities, and advising leadership on performance trends, competitive activity, and emerging growth opportunities in the Canadian market. Up to 25% travel required. Key performance indicators: Net revenue target attainment: Achievement of assigned annual and periodic net revenue targets across the national account and channel portfolio, with disciplined management of revenue growth, retention, expansion, and new business contribution. Revenue growth and channel performance: Achievement of annual retail revenue and incremental ARR targets through cross-sell, upsell, new national accounts, and partnership-sourced business, supported by accurate forecasting and pipeline execution. National account retention and relationship health: Renewal and retention performance at or above target, supported by proactive account planning, regular stakeholder engagement, risk management, and strong partner satisfaction. Strategic partnership and pipeline development: Delivery of new association and ecosystem partnerships, qualified sales opportunities, pipeline value, and closed revenue generated through partner-led activities. Perks: 100% paid premiums for health, dental, and vision coverage. RRSP contribution match (100% up to 4%). 35 days paid time off (11 paid holidays, 16 vacation days, 3 personal days, 5 sick days). 18 weeks of paid parental leave for birth, adoption, or surrogacy offered 1 year after the start date. 5 days paid yearly to volunteer (through Sage Foundation). $5,250 tuition reimbursement per calendar year, starting 6 months after the hire date. Sage Wellness Rewards Program (annual fitness reimbursement). Library of on-demand career development options and ongoing training offerings. Dig deeper into who we are: Who is Sage: https://www.sage.com/en-us/company/about-sage/ Life at Sage: https://www.sage.com/en-us/company/careers/ Our Values & Behaviors: https://www.youtube.com/watch?app=desktop&v=vt5JXf-Gwno&feature=youtu.be The compensation will be determined by location, level, job-related knowledge, education, and experience. Some provinces in Canada require job postings to include a reasonable estimate of the salary range for the role. For this role in this location, the target salary range for new hires is a base salary between C$69,300 and C$72,000 OTE (on-target earnings with commission) can equal up to C$120,000. In addition to base salary, employees will participate in either a bonus plan based on company and individual performance or a role-based commission plan. Our talent acquisition team will provide eligible candidates with specific opportunities in our bonus or incentive programs. The listed range is just one component of Sage's total compensation package.

What you’ll do

Own commercial relationships and growth across national retail, distributor, accounting firm, and small-business partner accounts, including revenue targets, renewals, pricing, promotions, product launches, and account performance. Develop new strategic partnerships and partner-led pipeline, manage forecasting and operational processes, and deliver measurable retention, expansion, and revenue outcomes.

Requirements

The role calls for strong commercial judgment, disciplined execution, executive-level relationship management, and the ability to turn partner opportunities into measurable revenue, retention, and pipeline results. It requires ownership of national accounts and partnerships, including account strategy, negotiations, forecasting, partner development, and coordination of retail launches and operations.

Benefits

• Health, Dental, And Vision Coverage • 100% RRSP Contribution Match Up To 4% • 35 Days Of Paid Time Off • 18 Weeks Of Paid Parental Leave • 5 Paid Volunteer Days Per Year • Tuition Reimbursement Up To C$5,250 Per Calendar Year • Annual Fitness Reimbursement • Career Development And Training

Listed skills

• Upselling · Preferred
• Contract Negotiation · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• National Account Management
• Channel Management
• Strategic Account Planning
• Revenue Growth
• Sales Forecasting
• Pricing Strategy
• Promotional Strategy
• Contract Negotiation
• Partner Development
• Customer Retention
• Cross-Selling
• Upselling
• Pipeline Management
• Executive Relationship Management
• Product Launch Management
• Commercial Judgment

Job areas

• Sales
• Management & Leadership
• Retail
• Marketing
• Finance & Accounting