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AEM · 1 month ago

Channel Account Manager - North & South America

Hayward, CA

Full-time

Onsite

Mid, Senior Level

$70K/yr - $80K/yr

5+ years exp

AEM is the global leader in innovative mission critical weather, wildfire and water monitoring solutions. As a Channel Account Manager, you will drive revenue growth through strategic partnerships, manage relationships with channel partners, and collaborate with internal teams to achieve sales goals.

Environmental Consulting

No H1B

Responsibilities

Develop and manage relationships and performance with assigned channel partners, including developing account plans and conducting quarterly business reviews with top tier partners

Collaborate with Market Leaders and Sales Leadership to develop a strategic territory plan for each market, present to internal stakeholders, and execute

Coordinate and collaborate with AEMs field-based Business Development Managers to target and acquire new partners and drive pipeline, revenue, and market share growth via the channel

Partner with Market Leader and BDM to ensure partner engagement across all target channels/industries/offerings in the market; and identify coverage gaps that may necessitate adding new partners to achieve AEM’s objectives

Qualify, acquire, and onboard new partners into the AEM channel program to maximize coverage in designated territory, including forming, negotiating, and executing partner agreements

Collaborate with partners to identify, pursue, and capture joint business and market opportunities

Enable partners with the necessary training, resources, and support to successfully position and sell AEM’s solutions

Co-create go-to-market strategies and execute joint marketing and sales initiatives with channel partners

Act as the primary point of contact for partners, addressing their needs and fostering long-term relationships

Monitor and report on partner performance, ensuring alignment with revenue targets and business objectives

Drive partner engagement by attending industry events, partner meetings, and training sessions

Become proficient in the products and services offered to channel partners across weather, wildfire, water, and agricultural markets

Qualification

Channel sales experienceCRM proficiencyBilingual in EnglishSpanishAccount managementRelationship-building skillsBachelor's degreeCollaborative mindsetCommunication skills

Required

Bilingual in English and Spanish

5+ years of experience in channel sales, partnerships, or account management in a mixed environment of SaaS, enterprise software and Hardware environment

Proven track record of achieving or exceeding channel revenue targets through distributors, resellers, value-added resellers (VARs), system integrators, and OEMs

Strong understanding of channel sales strategies and business model constructs and the ability to align partner goals with company objectives

Exceptional communication and relationship-building skills with a collaborative mindset

Proficiency with CRM tools like HubSpot or Salesforce for pipeline management and forecasting

A bachelor's degree in business, marketing or related field, or equivalent experience/training

Ability to travel as required, up to 50%

Must be eligible to work in the U.S. or Canada without company sponsorship, now or in the future, for employment-based work authorization

Benefits

Medical

Dental

Vision

Life Insurance

Short-Term & Long-Term Disability

401k match of up to 3%

Company

AEM

AEM (https://aem.eco) is combining global technology leaders to empower communities and organizations to survive and thrive in the face of escalating environment risks.

Founded in 2018

Texas, South Carolina, USA

201-500 employees