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.

• Cultivate and sustain multi-tiered relationships within partner accounts, OEMs, and internal stakeholders.

• Achieve and surpass channel revenue targets by developing and overseeing joint sales pipelines and forecasts.

• Oversee sales pipelines with partners, ensuring accurate and timely reporting on partner performance and market trends.

• Formulate and implement Joint Annual and Quarterly Business Plans with partners.

• Recognize and seize new sales opportunities within partner accounts.

• Create and roll out channel-specific Go-to-Market initiatives, promotions, and marketing campaigns.

• Offer frontline sales support, including product or solution advice, pricing details, and customer sales interactions.

• Serve as the subject matter expert for the product portfolio, articulating value propositions and differentiators.

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

• Represent partners within the organization and offer actionable market insights.

• Execute other relevant duties as assigned.

⛳️ Requirements

• Bachelor's degree or equivalent practical experience.

• Proven success in Channel Sales, Partner Management, or Reseller Account Management within the B2B technology sector.

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

• Established record of surpassing sales quotas in a partner-driven sales environment.

• Demonstrated history of consistently exceeding sales targets and driving substantial revenue growth.

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

• Strong channel sales expertise within browser, hardware, virtualization, education, or enterprise software sectors.

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

• Comprehensive understanding of the enterprise IT sales cycle, procurement processes, and the essential role of the channel.

• Strong analytical capabilities and the ability to leverage data to construct a business case and inform strategic decisions.

• Proven track record 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.