Channel Account Manager

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

📋 Description

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

• Develop and sustain multi-tier relationships within partner accounts, OEMs, and internal stakeholders.

• Achieve and surpass channel revenue objectives by creating and managing collaborative sales pipelines and forecasts.

• Align sales pipeline with internal forecasting processes and deliver reports on partner performance and market trends.

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

• Recognize and seize new sales opportunities within partner accounts.

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

• Provide essential sales support, product and solution information, pricing, and assist with customer sales calls.

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

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

• Champion partners within the organization and deliver 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 in the B2B technology sector.

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

• Demonstrated ability to consistently exceed sales quotas in a partner-driven sales environment.

• History of consistently surpassing sales targets and driving substantial revenue growth.

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

• Strong channel sales experience in sectors such as browser, hardware, virtualization, education, or enterprise software.

• 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 channel's role.

• Strong analytical abilities and capacity to utilize data to support business cases and inform strategic decisions.

• Proven track record in identifying and closing complex deals through channel partners.

🏝️ Benefits

• Structured learning and career development programs.

• Mental health support program.

• Generous Paid Time Off policy.

• Paid medical leave.

• Child/Dependent care reimbursement.

• Education reimbursement.

• 401k matching program.

• Hardship loan assistance program.

• Access to a financial wellness advisor.

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