Channel Account Manager

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Drive sales growth through North American reseller and distribution partners for LocknCharge and ForwardPass.

• Formulate and implement account strategies for key partners, including CDW, Dell, Insight, SHI, and Zones.

• Cultivate relationships with partner leadership, category and vendor managers, field sales teams, technical specialists, and vertical groups.

• Enhance partner seller engagement and pinpoint new opportunities.

• Broaden coverage beyond K12 into Higher Education and pertinent commercial teams.

• Identify coverage deficiencies and propose new partnership opportunities.

• Organize reseller and distribution coverage, visits, training, and follow-ups.

• Maintain collaborative partner plans and enhance partner reach, product accessibility, and sales execution.

• Provide training on products, customer use cases, qualification inquiries, and competitive positioning.

• Work with Marketing on partner campaigns, events, and follow-ups.

• Keep accurate partner listings, content, sales tools, and program information up to date.

• Incorporate customer and partner feedback into Sales, Marketing, and Product teams.

• Generate partner-sourced leads and connect them with the appropriate internal stakeholders.

• Assist in customer meetings, discovery sessions, demonstrations, and proposals alongside account executives and technical resources.

• Monitor partner activity, pipeline, and sales performance using Salesforce.

• Conduct regular partner reviews addressing results, opportunities, challenges, and next steps.

• Ensure introductions and handoffs have a designated owner, clear context, and agreed-upon next steps.

• Operate within established pricing, discount, deal registration, and commission guidelines.

• Address channel conflicts and escalate exceptions as necessary.

• Evaluate partner programs, campaigns, and events based on cost and commercial return.

• Focus on profitable growth and measurable outcomes.

• Maintain a planned 50/50 allocation between LocknCharge and ForwardPass with a unified plan.

• Travel approximately 30–50%, including partner visits, events, and visits to the Madison office.

• Join monthly video calls with colleagues in Australia, which may require early morning or evening availability in the US.

⛳️ Requirements

• Must reside in WI, CA, TX, IL, or FL.

• Applicants must have authorization to work in the United States.

• Visa sponsorship is not available for this position.

• Demonstrated success in expanding business through national IT resellers, VARs, or distribution partners.

• Proven experience in engaging partner sellers and advancing opportunities.

• Familiarity with K12 and Higher Education purchasing processes, with the capability to develop commercial reseller opportunities.

• Ability to articulate technical products in relation to customer challenges, workflows, and business value.

• Sound judgment regarding pricing, margins, channel conflicts, and partner investments.

• Strong skills in account planning, communication, and follow-through.

• Proficient in using Salesforce to manage partner activities, pipeline, and reporting.

• Capability to work independently, travel frequently, and collaborate across time zones.

• Existing relationships with CDW, Dell, Insight, SHI, Zones, or similar distribution partners would be advantageous.

• Experience with hardware combined with software or services, device lifecycle management, MSPs, or enterprise IT workflows would be beneficial.

• Relevant experience and results are prioritized over specific degrees or a fixed number of years in the industry.

🏝️ Benefits

• Employer-supported healthcare coverage.

• Approved business travel and associated expenses reimbursed in accordance with company policy.

• Variable compensation based on the applicable incentive plan.