Channel Account Manager

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

📋 Description

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

• Foster and sustain multi-level relationships within designated partner accounts, OEMs, and internal stakeholders.

• Achieve and surpass quarterly and yearly channel revenue objectives.

• 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 leverage new sales opportunities within partner accounts.

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

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

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

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

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

• Perform 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 (Browser management, SaaS, hardware, or enterprise software).

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

• A demonstrated history of exceeding sales quotas in a partner-driven sales setting.

• Record of consistently surpassing sales targets and driving substantial revenue growth in previous positions.

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

• Highly motivated by sales achievements with a strong competitive spirit to succeed.

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

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

• In-depth 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 drive 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 a financial wellness advisor.

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