Distribution Channel Account Manager

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

📋 Description

• Cultivate and oversee strategic partnerships with IT distributors and designated national accounts.

• Act as the main relationship manager for the assigned IT distribution partners and national accounts.

• Create and implement annual business plans that align with the objectives of the company and its distributors.

• Propel revenue growth through engaging distributors, developing pipelines, creating demand, and executing sales strategies.

• Facilitate quarterly business reviews, forecasting efforts, business planning sessions, and performance evaluations.

• Work closely with distributor sales teams to identify, develop, and convert business opportunities.

• Organize joint go-to-market strategies with marketing, field sales, and distributor teams.

• Synchronize distributor activities with Territory Sales Managers and regional sales leadership.

• Oversee pipeline tracking, forecast management, rebate programs, reporting, and performance assessment.

• Manage cross-functional initiatives across product management, marketing, customer service, technical support, finance, and sales operations.

• Design and present sales enablement programs, training, and business updates.

• Examine market trends, distributor metrics, and sales data to enhance channel strategies.

• Maintain precise forecasting, reporting, opportunity management, and CRM accuracy.

• Represent the organization in a professional and ethical manner.

⛳️ Requirements

• Generally requires 2-4 years of relevant experience in sales, channel management, distribution management, or business development.

• Demonstrated experience working with significant IT distributors and national reseller organizations.

• Proven track record in developing and executing business plans, sales programs, and growth strategies within distribution and partner channels.

• Strong foundation in sales operations, forecasting, pipeline management, and revenue planning.

• Proven success in managing intricate, multi-stakeholder business relationships.

• Ability to function effectively within highly matrixed organizations.

• Experience in collaborating across sales, marketing, product management, customer support, and operational functions.

• Previous experience in data center infrastructure, networking, power, or similar technology markets is preferred.

• Knowledgeable in IT Distribution Management.

• Proficient in Channel Strategy Development.

• Familiar with Sales Operations.

• Strong understanding of data center infrastructure, including power, racks, networking, compute, and management platforms.

• Practical knowledge of networking fundamentals, virtualization, and IT infrastructure operations.

• Comprehensive understanding of IT distribution business models, programs, and sales motions.

• Excellent analytical skills with experience in utilizing sales data and performance metrics for informed decision-making.

• Outstanding executive-level communication, presentation, and relationship management abilities.

• Strong organizational and project management skills.

• Capability to operate effectively from a home-office setting.

• Willingness to travel up to 50%.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• Generous employer 401K match.

• Paid time off (PTO).

• Holiday compensation.

• Short-term and long-term disability benefit plans.

• Paid maternity and parental leave.

• Bonus opportunities in line with the Company’s incentive programs.

• Paid time off to volunteer.

• Access to the Employee Resource Group network.

• Flexible work arrangements.

• Opportunities for growth.

• Opportunity to make a meaningful impact within a global organization.