Channel Account Manager

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Lead strategic engagement with designated high-value National Solution Providers and Value-Added Resellers.

• Build and sustain multi-level relationships with partner accounts, OEMs, and internal stakeholders.

• Achieve and surpass channel revenue goals by developing and managing joint sales pipelines and forecasts.

• Oversee sales pipelines, align with internal forecasting processes, and report on partner performance and business trends.

• Create and implement Joint Annual and Quarterly Business Plans in collaboration with partners.

• Identify and seize new sales opportunities within partner accounts.

• Develop and initiate channel-specific Go-to-Market programs, promotions, and marketing campaigns.

• Provide frontline sales assistance, including addressing product and solution inquiries, offering pricing information, and supporting customer sales calls.

• Act as a subject matter expert for the product portfolio, articulating its value proposition and differentiators.

• Design and deliver partner sales training and enablement programs, including floor days, promotions, and lunch-and-learn events.

• Empower partner sales teams to effectively sell products and generate pipeline.

• Advocate for partners within the organization and offer actionable market insights.

• Perform additional relevant duties as assigned.

⛳️ Requirements

• Bachelor’s degree or equivalent practical experience.

• Proven success in Channel Sales, Partner Management, or Reseller Account Management in the B2B technology sector (including browser management, SaaS, hardware, or enterprise software).

• Experience in managing and nurturing relationships with large National Solution Providers or Value-Added Resellers (VARs).

• Established track record of exceeding sales quotas in a partner-centric sales environment.

• Demonstrated history of consistently surpassing sales targets and driving substantial revenue growth in prior roles.

• Strong presentation and training skills, with the capacity to influence and build consensus across all organizational levels.

• Highly motivated by sales success, possessing a robust competitive drive to excel.

• Extensive channel sales experience within the browser, hardware, virtualization, education, or enterprise software industries.

• Direct experience and established connections with key stakeholders at VARs, CDW, Insight, CNXN, and/or SHI.

• In-depth understanding of the enterprise IT sales cycle, procurement processes, and the critical role of the channel.

• Strong analytical skills, with the ability to leverage data to build a business case and drive strategic decisions.

• Proven history of identifying and closing complex deals through channel partners.

🏝️ Benefits

• Structured learning and career development programs.

• Mental health program.

• Generous Paid Time Off policy.

• Paid medical leave.

• Child/Dependent care reimbursement.

• Education reimbursement.

• 401k match.

• Hardship loan program.

• Access to financial wellness advisor.

• Comprehensive healthcare coverage including medical, dental, and vision.