Channel Account Manager – Information Technology, Audio-Visual Solutions

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

📋 Description

• Oversee the relationships and business operations of significant national reseller accounts.

• Formulate vendor strategies and initiatives that promote sustainable growth, enhance brand visibility, and boost sales engagement and product specification.

• Develop and present annual and quarterly business plans along with sales objectives.

• Execute quarterly business reviews, pipeline evaluations, office engagement strategies, marketing and event planning, and executive meetings.

• Empower resellers through training, strategic discussions, marketing materials, events, and resources.

• Discover new opportunities and cultivate robust partner relationships.

• Create, manage, and implement partner marketing programs and activities.

• Facilitate effective two-way communication between partners and internal teams.

• Broaden knowledge and sales capacity regarding projectors and displays among key channel resellers.

• Collaborate with authorized distributors and both inside and outside sales representatives.

• Work alongside the internal channel support team to provide customer service and execute Panasonic channel incentive programs.

• Align strategic resellers with Panasonic's sales teams.

• Support individual office engagement, regional office growth and analysis, reseller events, and coordination of event products.

• Act as a liaison between Panasonic sales teams and strategic resellers.

• Manage CRM administration, track daily activities, partner sales reporting, reseller marketing programs, market development funds, sales incentive programs, QBR preparation, forecasting meeting preparation, and additional reporting.

⛳️ Requirements

• 3-5 years of experience in channel sales and/or channel management within information technology and audio-visual solutions and services.

• Strong understanding of business, vendor, and channel partner financials; marketing programs; channel and distribution operations; customer service; the audio-visual market; and the needs of customers, resellers, and distributors.

• Proven history of generating measurable revenue and growth through channel distributors and reseller partnerships.

• High level of expertise in audio-visual systems and technologies within the B2B channel.

• Ability to independently design, document, and implement strategic plans and short-term initiatives while ensuring accountability among stakeholders.

• Strong capability to train and inspire channel partners to market hardware, software, and/or services.

• Exceptional entrepreneurial mindset, advanced problem-solving abilities, and a consultative, innovative approach.

• The applicant should be based in the Central US.

• Proven ability to creatively and effectively resolve complex challenges in a timely manner.

• Established record of building long-term relationships and collaborating effectively with internal and external sales, marketing, product management, and leadership teams.

• Understanding of how hardware, services, integration, software, and go-to-market strategies align with the company's overall direction and strategy.

• Experience with meetings at the C-level and in sales strategy discussions.

• Ability to contribute innovative ideas and creative strategies that improve processes and optimize channel operations.

• Advanced oral and written communication skills.

• Capacity to motivate and direct efforts across Panasonic and partner sales teams, fostering effective relationships.

• Ability to lead and engage in process improvement initiatives regarding reseller and distributor pricing and incentive programs.

• Deep understanding of reseller and distributor business models, priorities, operations, and culture.

• Ability to customize influencing strategies to fit individual circumstances.

• High proficiency in Microsoft Teams, Excel, PowerPoint, Word, and Salesforce.

• Depending on the candidate's location, willingness to travel up to 75% of the time; hours may vary due to travel.

• Must be eligible to work in the United States with valid authorization.

• A bachelor's degree is preferred.

🏝️ Benefits

• Medical, dental, vision, and prescription coverage options.

• Health Savings Account and Flexible Spending Account alternatives.

• Life, accident, critical illness, disability, legal, identity theft, and pet insurance plans.

• 401(k) plan with company matching contributions and immediate vesting.

• Paid vacation, holidays, personal days, sick leave, volunteer leave, and parental and caregiver leave.

• Tuition reimbursement for job-related courses after six months of employment.

• Lifestyle Spending Account.

• Employee Assistance Program (EAP).

• Resources for virtual health management, chronic conditions, neurodiversity, tobacco cessation, substance abuse support, and life stage and fertility.

• High5 employee recognition and awards program.

• Quarterly and annual employee recognition initiatives.

• Eligibility for an annual performance-based bonus.

• Discretionary bonuses and incentives.