Channel Account Manager

Job Description

Job Description

Channel Account Manager

Own a national reseller relationship for an established, private-equity-backed network test and diagnostics hardware company. This isn't a broad partner-management role covering a long list of accounts with no accountability. You'll be the single point of ownership for one major national reseller, carrying a quota tied to bookings inside that partner.

What you'll do

• Own bookings and growth for an assigned national reseller
• Build and execute annual and quarterly joint business plans, and run QBRs
• Train and activate reseller sellers and solution architects so they're actually selling the product
• Manage MDF, rebates, incentives, and deal registration
• Coordinate field reps against partner-sourced opportunities and keep forecasts and CRM data accurate

What you need

• 5-10+ years in channel, partner, or alliance sales
• Personal ownership of a national reseller relationship on the vendor side, with a quota or bookings number attached to it
• Background at a hardware, networking, or infrastructure vendor, ideally one in the $10M to $150M revenue range that had to compete for reseller mindshare
• Working knowledge of joint business planning, QBRs, MDF, and two-tier distribution
• Comfortable with 30-40% travel to reseller branches, QBRs, and events

Comp and logistics

• OTE $175,000 to $250,000 (50% base / 50% variable)
• Remote within the US, aligned to the assigned partner's footprint
• Full-time, W2