Channel Account Manager
Job Summary
We are seeking a high-energy Channel Account Manager to drive sales growth by nurturing and expanding our network of resellers and system integrators. You will be responsible for building strategic alliances, aligning business goals with partners, and executing complex enterprise IT deals. This role is ideal for a strategic sales leader passionate about partnership success and collaborative growth in the IT distribution landscape.
Responsibilities
- Manage and nurture relationships with VARs and SIs.
- Drive joint business plans and sales revenue growth.
- Provide technical training and enablement to partners.
- Identify and onboard new high-potential channel partners.
- Represent the brand at industry events and trade shows.
Required Skills
- IT sales or business development experience
- B2B channel partner ecosystem expertise
- Strategic negotiation and conflict resolution
- Data-driven sales analysis
- Strong communication and presentation skills
Job Details
### Responsibilities
**1. Channel Partner Management**
- Develop and maintain deep, trusted relationships with existing channel partners, including Value-Added Resellers (VARs) and System Integrators (SIs).
- Collaborate to establish joint business plans and align strategic commercial objectives.
- Coordinate training, enablement sessions, and resources to boost partners' product knowledge and sales effectiveness.
**2. Sales & Revenue Execution**
- Team up with channel partners to uncover fresh pipelines, track high-value sales opportunities, and close strategic enterprise IT deals.
- Partner with internal sales teams to ensure efficient lead management and flawless handoff of high-priority opportunities.
**3. Ecosystem Expansion**
- Identify and onboard high-potential partners by analyzing their technical expertise and market footprint.
- Deliver operational support and tech-enablement toolkits to help partners position our portfolio.
**4. Collaborative Brand Representation**
- Build cross-functional relationships with Sales, Marketing, Product Management, and Technical teams.
- Design and deploy high-conversion, channel-specific campaigns and partner promotions.
- Act as the direct liaison for partners to resolve conflicts and share market insights.
- Represent the company at industry events, trade shows, and technology seminars.
### Requirements
- Prior experience in Sales or Business Development within the IT or technology industry.
- A demonstrated history of achieving sales targets through indirect sales models.
- Strong strategic understanding of B2B channel partner ecosystems and value-added distributor dynamics.
- Exceptional interpersonal skills with the ability to influence stakeholders at all levels.
- Outstanding problem-solving and contract negotiation skills.
- Ability to evaluate market feedback and make data-driven sales decisions.
- Willingness to travel regionally for partner meetings and industry conferences.