Channel Account Manager

December 2021

POSITION OVERVIEW

The Channel Account Manager is responsible for identifying, developing, expanding and maintaining relationships with assigned channel partners. The Channel Account Manager is responsible for training, mentoring, and motivating their accounts to generate demand that supports sales growth, profitability and partner enablement objectives.

The Channel Account Manager represents the entire range of company products and services to assigned partners, though may focus on a specific solution or product set to meet company objectives.

The Channel Account Manager reports to the Vice President of Channel Development.

JOB RESPONSIBILITIES

  • Establishes productive, professional relationships with key personnel in assigned partner accounts.
  • Coordinates the involvement of company personnel, including sales, management, or support resources, to meet partner performance expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Proactively assesses, clarifies and validates partner needs on an ongoing basis.
  • Manages channel conflict with other Mutare sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement. 
  • Monitors partner compliance with partner agreements.
  • Drives adoption of company programs among assigned partners.
  • Proactively communicates outcomes/results in relation to stated goals; re-establishing front line partner strategy where needed.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

  • Achieves assigned sales quota in designated partner accounts. 
  • Completes partner account plans that meet company standards.
  • Maintains high partner satisfaction ratings.
  • Completes required training and development objectives within the assigned time frame.

ORGANIZATIONAL ALIGNMENT

  • Reports to the VP Channel Development.
  • Enlists the support of product or technical team as well as other sales and management resources as needed.
  • Closely coordinates company executive involvement with partner and end-user customer management as appropriate. 
  • Works closely with Regional Managers to create Sales Qualified Leads (SQL), ensuring partner satisfaction and problem resolution.

QUALIFICATIONS

  • Four-year college degree from an accredited institution.
  • Five years of channel sales experience in a business- to-business sales environment or transferrable experience.
  • PC and base level technical proficiency.

ENVIRONMENTAL JOB REQUIREMENTS AND WORKING CONDITIONS

  • This position requires extensive travel.
  • All prospective employees must pass a background check.