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 valuable National Solution Providers and Value-Added Resellers.

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

• Achieve and surpass quarterly and annual channel revenue targets.

• Develop and oversee joint sales pipelines and forecasts.

• Deliver precise and timely reports on partner performance and business trends.

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

• Identify and seize new sales opportunities within partner accounts.

• Create and initiate channel-specific go-to-market strategies, promotions, and marketing campaigns.

• Provide frontline sales support, including addressing product and solution inquiries, offering pricing details, and assisting in customer sales calls.

• Serve as a subject matter expert for the product portfolio, articulating the client's value proposition and distinguishing features.

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

• Act as the primary advocate for partners within the organization, providing actionable market insights.

• Carry out other 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 (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-driven sales environment.

• Demonstrated history of consistently surpassing sales targets and achieving significant revenue growth in previous positions.

• Strong presentation and training capabilities, with the ability to influence and build consensus at all organizational levels.

• Highly driven by sales success, exhibiting a strong competitive spirit to excel.

• Robust channel sales experience, particularly within the browser, hardware, virtualization, education, or enterprise software markets.

• 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 abilities, capable of utilizing data to construct a business case and inform strategic decisions.

• A proven 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