Enterprise Account Manager – Channel Sales

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

📋 Description

• Take ownership and expand a portfolio of enterprise customer accounts through renewals, growth, upselling, and cross-selling initiatives.

• Formulate and implement strategic account plans that align with the business objectives and technology strategies of customers.

• Establish trusted relationships with executive sponsors, IT leaders, engineering teams, procurement stakeholders, and operational decision-makers.

• Facilitate business reviews, account planning sessions, and customer success discussions to uncover growth prospects and mitigate risks.

• Ensure precise forecasting, pipeline management, and account activity tracking within Salesforce.

• Create and execute collaborative account plans with reseller partners, distributors, systems integrators, and managed service providers.

• Host customer-facing meetings, discovery sessions, presentations, and business reviews alongside channel partner sales teams.

• Foster strong relationships with partner account managers, sales leaders, architects, and practice leaders to stimulate revenue growth.

• Enhance partner engagement through account mapping, opportunity planning, pipeline reviews, and executive alignment initiatives.

• Market and sell the company's complete range of solutions, including software, hardware, subscriptions, services, and innovative offerings.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 5 years of experience in enterprise account management, strategic account management, or enterprise technology sales.

• More than 3 years of experience in a channel sales environment involving resellers, distributors, systems integrators, managed service providers, or strategic partners.

• Proven track record in developing and executing joint account plans with channel partners.

• Demonstrated success in identifying and executing cross-sell, upsell, and expansion opportunities within enterprise accounts through joint account planning, customer engagement, and collaboration with channel partner sales teams, distributors, and systems integrators.

• Proven capability to manage complex enterprise sales cycles that involve multiple stakeholders across customer, partner, and internal organizations.

• Consistent history of meeting or surpassing revenue, retention, and growth objectives.

• Proficient in using Salesforce or comparable CRM platforms.

• Strong skills in presentation, communication, negotiation, and building executive relationships.

• Willingness to travel as necessary to support customer and partner engagements.

• Background working for a technology vendor, OEM, or software company catering to enterprise clients.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Life and disability benefits.

• Flexible Spending Accounts (FSAs).

• 401(k) with company match.

• Employee Stock Purchase Plan.

• Flexible Time Off.

• Volunteer Time Off.

• Paid holidays.

• Support for family building and caregiving.

• Generous Family Care and Parental leave.

• Fitness Reimbursement.

• Access to wellness programs.

• Employee Resource Groups.

• Company-sponsored events.

• Opportunities for professional growth through educational support, mentorship programs, and career development resources.

• Employee engagement programs and recognition awards.