Channel Partner Account Manager

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

📋 Description

• Cultivate and sustain commercially beneficial relationships with service providers and channel partners.

• Take ownership of partner business strategies, relationship enhancement, activation, coordinated enablement, and validated joint commercial opportunities.

• Enhance partner-led distribution alongside direct customer connections while ensuring end-customer ownership and precise partner attribution.

• Provide support for a worldwide portfolio of channel partners and service providers across all geographical regions.

• Report directly to the Director of Account Management and collaborate with regional directors, market leaders, customer account management, client solutions, sales enablement, marketing, and product teams.

• Create partner segmentation and ensure accurate maintenance of partner records.

• Assess partner business models, customer outreach, product expertise, commercial roles, and key stakeholders.

• Formulate joint business plans that encompass priorities, target customers, opportunities, engagement activities, and performance metrics.

• Discover, qualify, onboard, and activate prospective channel partners and service providers.

• Identify gaps in partner coverage and assist in the development of the partner network.

• Identify, qualify, and coordinate opportunities that originate from or are influenced by partners.

• Confirm customer ownership, responsibilities, timelines, and authorized sharing of information.

• Advance qualified joint opportunities towards pipeline and revenue goals.

• Organize partner training, product information, sales resources, and joint outreach initiatives.

• Facilitate partner engagement by focusing on performance, existing buildings, portfolio needs, and ongoing customer opportunities.

• Maintain Salesforce records and reporting regarding partner-sourced and partner-influenced opportunities.

• Monitor engagement, conversion rates, partner performance, and commercial contributions.

• Address routine issues, escalate instances of underperformance, and provide insights on global partner performance.

• Coordinate collaboration across commercial, finance, and legal teams at both cross-functional and regional levels.

• Manage assigned partner relationships by conducting reviews, prioritizing development activities, and monitoring portfolio health.

• Suggest partner recruitment, activation, segmentation, joint initiatives, and corrective measures.

• Manage escalations related to customer ownership disputes, channel conflicts, information-sharing issues, and changes to partner status or commercial terms.

• Ensure partner activities are in accordance with organizational policies, partner agreements, and global commercial processes.

⛳️ Requirements

• A minimum of five years of experience in B2B account management, business development, channel sales, or strategic alliances.

• At least three years of direct management and development of channel, consulting, service-provider, or other commercial partner relationships.

• Proven experience in creating joint business plans, activating partners, coordinating joint commercial opportunities and enablement, and measuring partner contributions.

• Experience in evaluating partner business models and maintaining engagement with executive and operational stakeholders.

• Demonstrated ability to coordinate joint selling, lead handoffs, partner enablement, and account-engagement protocols.

• Strong commercial judgment and negotiation capabilities, including conflict resolution and management of contractual or decision-making boundaries.

• Proficiency in utilizing CRM systems and commercial data for partner records, pipeline activities, engagement, conversion, and contribution analysis.

• Experience in managing or supporting channel partner relationships across various regions, markets, or business units.

• Ability to collaborate with commercially distributed teams across different geographical locations.

• Experience in managing channel partner relationships across multiple countries, regions, or commercial markets.

• Background in supporting partner-led business development within a multi-product or global professional services organization.

• Familiarity with partner recruitment, activation, enablement, and performance reporting frameworks.

• A Bachelor's degree in business administration, marketing, international business, communications, sustainability, or a related field is required.

• Proficient in Salesforce or a similar CRM platform.

• Proficient in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable tools.

• Experience in utilizing CRM reports, dashboards, and commercial performance data.

• Familiarity with digital collaboration, virtual meeting, and presentation platforms.

• Strong skills in relationship management, business development, consultative selling, negotiation, conflict resolution, and commercial judgment.

• Excellent written and verbal communication skills, along with strong stakeholder engagement abilities.

• Strong analytical capabilities and attention to detail.

• Ability to navigate across cultures, geographic regions, and time zones.

• Strong organizational and time management skills.

• Ability to balance global partner engagement practices with regional business needs.

• Capacity to influence cross-functional stakeholders without direct management authority.

• Commitment to the missions of USGBC and GBCI, with an interest in sustainability in the built environment.

• LEED Green Associate or LEED AP credential is preferred.

• Relevant professional certifications in channel sales, strategic account management, business development, or Salesforce are preferred.

• Availability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone.

• Flexibility to collaborate across international time zones.

🏝️ Benefits

• Competitive compensation.

• 401(k) with employer matching.

• Professional development reimbursement.

• Comprehensive healthcare plan through Cigna, which includes medical, dental, vision, and prescription drug coverage.

• USGBC pays 100% of healthcare premiums.

• Health Reimbursement Arrangement (HRA) to assist employees and their dependents with in-network medical deductibles.

• Generous paid time off policy: 12 paid holidays, 9 paid personal sick days, and 2–3 weeks of PTO based on career level.

• Operations are closed for a full week between Christmas and New Year’s.

• 6 weeks of paid renewal leave after 7 years of continuous service.

• Opportunity for remote work within the U.S.

• A purpose-driven, inclusive culture.

• Opportunities to advance your career and take ownership of impactful work.

• Potential travel for partner meetings, regional collaboration, and organizational events.