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Company

Bravado · 15 hours ago

Channel Account Manager

Tucson, AZ

Full-time

Remote

Mid Level

$120K/yr - $140K/yr

3+ years exp

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Responsibilities

Act as the main point of contact for channel partners, ensuring smooth communication and relationship-building. Develop and maintain strong, long-term partnerships with resellers, distributors, and other channel partners.

Drive sales performance through channel partners by setting targets and ensuring they meet or exceed them. Support partners in sales activities, from lead generation to closing deals, ensuring sales quotas are met.

Provide partners with the necessary training and resources to effectively sell and support the company’s products or services. Develop and deliver educational materials, presentations, and product demos to ensure partners are well-equipped.

Collaborate with partners to create co-branded marketing materials, campaigns, and promotions that align with company objectives. Ensure partners understand and leverage marketing resources to drive awareness and sales.

Provide ongoing support to partners during the sales process, assisting with prospecting, proposals, and closing deals. Manage the sales pipeline within the partner ecosystem and ensure opportunities are being tracked and progressed effectively.

Track and report on the performance of channel partners, including sales activity, revenue growth, and market penetration. Analyze partner performance data and provide feedback to both the partners and internal stakeholders to improve performance. Set performance targets for channel partners and monitor progress towards goals.

Address and resolve any conflicts or issues that arise between the company and channel partners or among competing partners. Ensure fair treatment of all partners and protect the company's interests while maintaining strong relationships.

Gather feedback from partners about market conditions, customer needs, and product feedback. Share market intelligence with the product and sales teams to influence product development and refine sales strategies.

Work closely with the sales, marketing, and product teams to ensure alignment on goals and strategies. Serve as the voice of the partner community within the organization, advocating for their needs and aligning company initiatives with partner goals.

Ensure partners adhere to company policies, agreements, and compliance standards. Manage the partner onboarding process and oversee the partner program to ensure all channel partners are operating within the company's guidelines.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Account ManagementChannel ManagementSales Pipeline ManagementCRM Software SalesforceCRM Software HubSpotSales TrainingPartner Relationship ManagementB2B SalesSales AcumenPartner EcosystemCertifications in Sales ManagementCertified Channel Sales ProfessionalCustomer Focus

Required

Bachelor’s degree in business, marketing, sales, or a related field is typically required.

3–5 years of experience in account management, sales, or channel management, with a focus on managing partner relationships.

Proven track record of working with channel partners (e.g., resellers, distributors, VARs) to achieve sales goals.

Ability to build and maintain strong relationships with channel partners and key stakeholders.

Experience in negotiating and managing partnership agreements, contracts, and performance expectations.

Strong sales acumen with experience in managing sales pipelines and closing deals.

Ability to train and enable partners to successfully sell and support products or services.

Experience in creating and delivering sales training, product demos, and educational content.

Excellent verbal and written communication skills for both internal and external interactions.

Strong negotiation skills to secure favorable terms and drive sales outcomes.

Proficiency in using CRM software (e.g., Salesforce, HubSpot) to track sales activities, manage partner relationships, and report on performance.

Familiarity with partner relationship management (PRM) tools and sales enablement platforms.

Goal-oriented with a strong drive to meet and exceed sales targets.

Proactive and self-motivated, capable of working independently and managing multiple priorities.

Customer-focused, with a strong ability to understand client and partner needs and deliver solutions that meet their objectives.

Team player who can work collaboratively with sales, marketing, and product teams to align strategies.

Understanding of the partner ecosystem, especially within the technology, SaaS, or IT sectors.

Preferred

An MBA or advanced business degree may be preferred but is not mandatory.

Experience in the technology or SaaS industry is often preferred, but experience in other sectors like manufacturing or distribution is also valuable.

Experience in B2B sales or partner sales management is highly desirable.

Certifications in sales management, channel management, or partner relationship management may be beneficial.

Industry-specific certifications, such as Certified Channel Sales Professional (CCSP), can also be an asset.