Strategic Channel Account Manager

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

📋 Description

• Formulate and implement strategic revenue initiatives for significant national channel partners, aligning with the company's overarching go-to-market strategies.

• Take ownership of the national relationship with CDW, acting as the primary liaison for strategy, implementation, and escalation matters.

• Create and nurture a strong conversion pipeline in partnership with distributor and reseller sales teams.

• Spearhead joint business planning efforts, which include quarterly business reviews (QBRs), pipeline assessments, and forecast synchronization.

• Design and deploy partner marketing strategies aimed at enhancing brand visibility, positioning, and demand creation.

• Equip partner sales teams through training, field involvement, and solution positioning relevant to actual customer scenarios.

• Provide guidance and support to Territory Sales Managers (end user sales representatives) and internal teams to ensure alignment and effective execution.

• Collaborate across functions with Technical Support, Product Management, and Marketing to uncover and seize growth opportunities.

• Ensure precise forecasting, reporting, and pipeline management in accordance with corporate sales methodologies.

• Maintain company values, sales processes, and business ethics in all interactions with partners and customers.

⛳️ Requirements

• A Bachelor’s degree from an accredited institution is required.

• At least 5 years of experience in channel or national account sales is necessary.

• Demonstrated experience in direct collaboration with CDW and navigating national and field-level partner networks.

• Experience in managing intricate, multi-stakeholder distributor or VAR partnerships.

• Prior experience in broadline distribution and national channel sales settings.

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

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

• Capability to engage effectively with IT administrators, presales engineers, and partner sales teams without needing hands-on engineering skills.

• Background in selling hardware and software solutions related to network management, power distribution, and infrastructure.

• Familiarity with data center infrastructure products, including: Rack power and PDUs, Serial, KVM, and out-of-band access solutions, Racks and enclosures, Networking.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• High employer 401K matching.

• Paid time off (PTO) and holiday pay.

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

• Above-benchmark paid maternity and parental leave.

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

• Paid time off for volunteering.

• An active and expanding Employee Resource Group network.