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Channel Account Manager (Technology)

Acuspire

Channel Account Manager (Technology)

Chicago, IL
Full Time
Paid
  • Responsibilities

    This position is listed on behalf of a large tech company.

     

    Summary

    The primary responsibility of the Channel Account Manager is to drive revenue growth for our client’s products and services. They will previously have demonstrated and continued to act as an advocate of large-scale company initiatives, be viewed by peers as a leader and top contributor. They will have experience building and maintaining relationships with C-Level Executives and excellent communication, negotiating, closing skills with prospects and customers.

    The Channel Account Manager is responsible for developing and executing business plans with assigned partners to achieve sales growth. This includes the acquisition of new partners to provide a more complete partner coverage of the allocated territory. This role is an integral part of the go-to-market plans as well as associated sales plans and as such, is a key element to the growth of the overall business.

     

    Responsibilities

    • Managing the development and growth of all assigned partners for the associated region. This may include national responsibility for any nominated national partner based in the allocated region.

    • Consistent evaluation and development of the partner coverage model. Identifying and recruiting new partners to ensure comprehensive partner coverage of the allocated territory.

    • Ensures assigned partners have the appropriate organizational capacity (e.g. expertise, knowledge/solution base, distribution network).

    • Developing and executing the partner strategy and business plans with assigned partners to ensure sales growth in their allocated region.  This includes:

    1. Develop and document business plans for each assigned partner in the required format demonstrating a strong understanding of the partner’s business issues and their value proposition to the market leveraging that to the maximum.

    2. Coordinate and drive the regular review of the business plan with assigned partners.

    3. Establishing and maintaining ‘trusted advisor’ business partnerships at all levels within the assigned partners, including executive level relationships.

    4. Reviewing the business strategy of the assigned partners to understand their business objectives and direction and how our client’s capabilities can address those objectives.

    5. Monitor and manage assigned partners to ensure measurement criteria within the partnership agreement are met and policies and procedures are adhered to. This includes performance targets, training and certification requirements and the use of channel and marketing development funds.

    • Work collaboratively with sales teams to implement actions required to encourage assigned partners to grow sales. This includes:

    1. Creating ROI for partners using our client’s portfolio of products, services and programs.

    2. Maximizing the effective use of marketing development funds and special incentive programs.

    3. Create, implement and support demand generation programs.

    4. Delivering our client’s value proposition to selected partners.

    • Fosters a “teamwork” approach whereby all functional areas are engaged and supportive of the partner plan to contribute to the mutual success of the partner and our client.

    • Along with partner marketing drives the creation of Marketing Plans with each channel partner. Support marketing in the execution of these plans. Ensure high focus on utilising marketing development funds to generate new opportunities.  

    • Fosters a relationship with the channel partner that promotes a “Sell With” culture that encourages the channel partner to team with you and your sales colleagues in customer-facing activities;

    • Continually monitor the partner pipeline, from their perspective, and ensure alignment to the pipeline as recorded in nominated CRM tool. Ensures all account information is updated and maintains in the nominated CRM tool.

    • Provides accurate and timely input into weekly forecasts meetings from a partner pipeline perspective.  Ensure that gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.

    • Proactively communicates and provide regular updates to management.  Updates would include revised reporting on pipeline, activities of allocated partners and any changes within their environment that would impact the relationship with the partner or the Account and Territory Plans that have been created.

    • Ensures that any major changes or events that impact the opportunities within the channel are regularly reviewed and the appropriate changes or updates are made to the Account and Opportunity Plans.

    • Responsible for driving sales enablement and sales certification with the partners under management. Ensures technical enablement is engaged with the managed partners, an enablement plan is in place and it is being executed.

    • Provides leadership and direction to all resources in the extended team to improve efficiencies in both the pre-sale and post-sale activities within any assigned Account(s) introduced by the channel partner.

    Performance Measures

    • Achievement of sales quota and profitability targets

    • Forecast accuracy

    • Achieves strategic objectives as defined by management

    • Completes required and assigned training and development objectives within the assigned timeframes

     

    Qualifications

    • Business or similar degree qualification preferred.

    • Minimum of 10 years’ experience of strategic partner management in the IT industry, preferable across multiple disciplines e.g. hardware, software, services.

    • Previous experience in the IAM space

    • Minimum of 5 years’ experience in a sales capacity preferred, with experience in both direct sales and channel management.

    • Proven track record of achieving annual sales quotas.

    • Proven experience in team leadership and management of virtual teams.

    • Assertive self-starter with the ability or manage work in a dynamic and competitive environment to drive demand for our client.

    • Has strong business technical and business acumen to understand the partner’s business objectives.

    • Demonstrated experience in providing valuable perspective or insights to partners by staying relevant and current with micro and macro-economic and industry trends.

    • Strong executive presence including strong relationship building and interpersonal communications.

    • Demonstrates strong decision making skills to coordinate activities with partnerships and networks for successful sales.

    • Demonstrated influencing and negotiation skills in complex and multi-level sales environment.

    • Demonstrated ability to positively collaborate and engage with a broader team to achieve successful results.

    • A strong and confident communicator and presenter, comfortable operating and presenting at all levels within the customer including senior management or CXO level.

    • Experience to work and coordinate with a virtual team of experts on products, services, solutions and management to build account strategies and plans.

    • Operates with the highest integrity and effectively role models and upholds company values.

     

    All qualified applicants will receive consideration for employment without regard to race, color, religion, place of origin, ethnic origin, national origin, ancestry, age, sex, sexual orientation, gender identity, transgender status, genetic information, mental or physical disability, marital status, pregnancy, veteran status, or any other characteristic protected by applicable national, state, or local law.