Strategic Channel Account Manager

📋 Description

• Develop and implement strategic revenue initiatives for key national channel partners that align with the overall company go-to-market strategy.

• Take ownership of the national relationship with CDW, acting as the main point of contact for strategy, execution, and escalation matters.

• Create and maintain a dynamic conversion pipeline in partnership with distributor and reseller sales teams.

• Lead collaborative business planning efforts, which include quarterly business reviews (QBRs), pipeline evaluations, and forecast alignment.

• Formulate and execute partner marketing strategies that enhance brand visibility, positioning, and demand generation.

• Equip partner sales teams through training, field engagement, and solution positioning linked to actual customer use cases.

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

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

• Ensure accurate forecasting, reporting, and pipeline management in accordance with corporate sales procedures.

• Adhere to company values, sales processes, and ethical standards 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 essential.

• Demonstrated experience working directly with CDW and navigating both national and field-level partner organizations.

• Experience in managing complex relationships with multi-stakeholder distributors or VARs.

• Previous experience in broadline distribution and national channel sales environments is preferred.

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

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

• Ability to effectively communicate with IT administrators, presales engineers, and partner sellers without needing hands-on engineering expertise.

• Experience 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, KVM, out-of-band access solutions, racks, and enclosures.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• High employer 401K match.

• 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 accordance with the Company’s incentive plans.

• Paid time off to volunteer.

• Active and growing Employee Resource Group network.