Channel Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of strategic engagement with a designated portfolio of high-value National Solution Providers and Value-Added Resellers.

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

• Achieve and surpass quarterly and annual channel revenue objectives.

• Develop and oversee joint sales pipelines and forecasts.

• Ensure alignment of sales pipeline with internal forecasting processes.

• Deliver accurate and timely reports regarding partner performance and business trends.

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

• Recognize and seize new sales opportunities within partner accounts.

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

• Provide primary sales support, addressing product and solution inquiries, pricing, and customer sales calls.

• Serve as the subject matter expert for the product portfolio.

• Design and deliver training and enablement programs for partners.

• Organize branded floor days, promotions, and lunch-and-learn events.

• Advocate for 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 significant National Solution Providers or Value-Added Resellers (VARs).

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

• Demonstrated history of consistently surpassing sales targets and generating considerable revenue growth.

• Strong presentation and training abilities.

• Capacity to influence and foster consensus at all levels of the organization.

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

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

• Profound understanding of the enterprise IT sales cycle, procurement processes, and the crucial role of the channel.

• Strong analytical abilities and the capability to utilize data to construct business cases and steer 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.