Main Responsibilities and Required Skills for Channel Account Manager
A Channel Account Manager is a professional who creates and implements sales and marketing programs to grow the business within a sales channel. They prospect and develop new potential partners. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Channel Account Managers.
Get market insights and compare skills for other jobs here.
Main Responsibilities of Channel Account Manager
The following list describes the typical responsibilities of a Channel Account Manager:
Achieve
Achieve against a set of pre agreed sales targets and KPI's on a monthly / quarterly / annual basis.
Achieve assigned quota for the company's products.
Achieve monthly, quarterly, and annual sales goals.
Achieve the Revenue Targets defined.
Address
Address / support admin issues on an "as needed” basis.
Advise
Advise account executives through deal closure & fulfillment.
Align
Align with Reseller OEM Channel team to drive further penetration.
Analyze
Analyze complex systems for performance, cost and weight.
Assist in / Assist with
Assist in definition of demand generation programs.
Assist in enhancement of Partner Portal to support MSPs.
Assist in product placement and promotional activities to increase sales.
Assist with management of National Partner pipeline of sales opportunities.
Attend
Attend applicable training, conferences, and learns new tools as needed.
Attend various meetings called by immediate.
Build
Build Absolute brand awareness.
Build a funnel of partner relationships according to agreed-upon strategy.
Build a joint business plan, with real action plans and a regular cadence of reviews.
Build and implement a business development and revenue plan with Partners.
Build the company's visibility and traction within all levels of partner organization.
Build marketing plans to drive incremental sales pipeline and revenues with development funds.
Build mindshare and deep relationships with the solutions architecture and sales organizations.
Build revenue and non revenue business plans with these partners.
Build & synthesize the strategy.
Capture
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.
Communicate
Communicate masterfully with partners on products and service value offerings.
Conduct
Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.
Conduct planned sales activities / campaigns to defined target accounts / markets.
Conduct user discovery calls and follow up.
Continue
Continue to develop tools & processes to smoothly sell and deliver the company's software and services.
Coordinate
Coordinate a broad team to pursue deals.
Coordinate partner training.
Coordinate with partners to identify key sales opportunities to generate revenue.
Create
Create and implement sales and marketing programs to grow the business within the channel.
Create a sense of "engagement and connection” on Exec, Regional Sales, and SE levels.
Create mutually agreed business plan for Go-To partners to focus on.
Create new business opportunities with current partners.
Create new pipeline for BlackBerry's software solution portfolio.
Create partnering opportunities with the principles responsible for the decision making process.
Create quarterly business plans with identified partners.
Create quarterly business plans with partners, including performance targets.
Create quotes and P&Ls for deals.
Create sense of "engagement and connection” on Exec, Regional Sales, and SE levels.
Create sense of ‘engagement and connection' on Exec, Sales and SE levels.
Cultivate
Cultivate existing relationships to grow the business and provide new sales options.
Cultivate relationships and manage expectations to mutually aligned business goals with AMD.
Cultivate strong working relationships at our partners.
Define
Define and execute partner sales plans and regular progress checkpoint reviews.
Design
Design and execute on highly leveraged co-sell, awareness, and sales enablement programs.
Develop
Develop a cohesive business plan for the partners and execute effectively against that plan.
Develop and cultivate pipeline to achieve assigned quota for AMD products.
Develop and implement monthly, quarterly and annual plans to ensure company's growth.
Develop and implement quarterly and yearly business plans with the Distributor.
Develop and maintain partner business plans and executive relationships.
Develop credibility, loyalty, trust and commitment.
Develop partner-specific sales and marketing plans to increase marketing and selling efforts.
Develop processes & procedures to fulfill our commitments.
Develop relationships and evangelize Absolute solutions with MSP sales and services teams.
Develop relationships and evangelize Absolute solutions with partner Sales and Services teams.
Develop relationships with existing channel partners / resellers in order to grow revenue.
Develop, validate, and implement all.
Drive
Drive and close a pre-defined USD revenue and units target per quarter.
Drive and engage Sales teams to work on / support alliance partner opportunities.
Drive AppDynamics sales teams to work on / support alliance partner opportunities.
Drive business opportunities from target partners to support our revenue growth.
Drive incremental revenue opportunities with DELL, responsible for advancing and converting pipeline.
Drive the quote process with the SoftCat sales team using SoftCat quoting tools.
Educate
Educate partners on AMD technologies and solutions.
Enable
Enable partners to understand and sell our solutions and products.
Enable sales and technical capability within the partners.
Engage
Engage and educate new partners through training and enablement sessions.
Ensure
Ensure accuracy of account planning and forecasting across partners, customers and prospects.
Ensure alignment of the strategy with the BlueCat Partner sales teams.
Ensure alignment of the strategy with the Sales teams.
Ensure consistency in terms of the company's channel sales strategy & execution.
Ensure correct product ID's are created and utilized.
Ensure senior executive level visibility and commitment for the various Infoblox relationships.
Ensure senior executive-level visibility and commitment for the various Infoblox relationships.
Establish
Establish and maintain account plans to promote sales growth.
Evaluate
Evaluate, dispense and follow up with leads provided to Resellers.
Evangelize
Evangelize value proposition with their executives, partner team, and product team.
Exceed
Exceed booking, revenue and pipeline quota targets.
Execute
Execute partner strategy for the US and hit lead and revenue targets via channel.
Execute new business initiatives to produce incremental revenue streams.
Expand
Expand current attaches across customer estates.
Focus
Focus on net new business generated by the Channel.
Foster
Foster relationships and manage customer expectations to mutually aligned business goals with AMD.
Generate
Generate demand among prospects and customers in collaboration with our partners.
Help
Help to develop BlackBerry enabled services / practices within our alliance partners.
Help to identify, drive and sell opportunities with our SI's and VAR's - and drive them to closure.
Identify
Identify and target key strategic alliance partners.
Identify and target key strategic partners across the defined territory.
Identify, track and facilitate closure of key opportunities.
Implement
Implement processes as needed to support new routes to market and new initiatives.
Increase
Increase Absolute brand awareness and preference amongst CDW sellers.
Increase Absolute brand awareness and preference with Reseller sales team.
Inform
Inform immediate supervisor of key actions.
Keep
Keep abreast of competition, competitive issues and products.
Keep planograms up-to-date to optimize individual product presentation.
Know
Know their focus in areas of target accounts, verticals, geography and market coverage.
Know their focus in areas of target accounts, verticals, geography, and market coverage.
Lead
Lead and guide the design process.
Leverage
Leverage and coordinate cross-functional internal teams.
Liaise with
Liaise with reseller / solution partners and utilize them as an extended sales team.
Maintain
Maintain a good business relationship with every company product group stakeholder.
Maintain knowledge of market conditions and competitive activities.
Maintain strong relationship with partners at all levels and recruit new resellers.
Maintain weekly presence with both the inside and outside LENOVO Sales and Services teams.
Manage
Manage all as aspects of business and relationships.
Manage all partners for US EAST, Eastern Canada, and parts of South America.
Manage and coordinate marketing plans each fiscal half.
Manage and coordinate the marketing plans for each fiscal quarter and half.
Manage and facilitate the training and enablement of managed partners.
Manage Channel Partners in France & the Iberian Peninsula, ensuring significant revenue growth.
Manage contract negotiation and onboarding of targeted MSPs.
Manage deal registration validation and payment with partner.
Manage demonstration, POCs and evaluation activities with the help of the Systems Engineering team.
Manage executive relationships between partners and AMD.
Manage existing partners and recruit new partners for sales growth.
Manage key partners and end users in the region.
Manage ongoing sales process and respond to, and anticipate, customer needs.
Manage quarterly MDF budget.
Manage revenue targets, marketing and field engagement.
Manage revenue targets, marketing campaigns and field engagement.
Manage sales activities and maintain sales records and reports.
Manage the quarterly MDF budget.
Meet
Meet commitments consistently.
Monitor
Monitor and report the effectiveness of various partner initiatives internally within Tigera.
Negotiate
Negotiate contracts and enter into agreements to maximize profits.
Operate
Operate with the highest ethical standards.
Own
Own definition and execution of MSP strategic plan.
Participate in
Participate in ad-hoc sales campaigns and programs to help generate new prospects / opportunities.
Perform
Perform business reviews and recommend improvements.
Perform ongoing analysis and reporting on partners that are supported.
Perform other duties as assigned.
Perform transmission adaptation learning, transmission fault clearing.
Plan
Plan and execute go-to-marketing strategies.
Prepare
Prepare and validate presentations / business.
Prepare written materials, such as business.
Present
Present to end users and navigate sales process alongside partners.
Present to end users and navigate sales process alongside VARs.
Promote
Promote up-sell and new sales opportunities within partner's existing and competitive accounts.
Prospect
Prospect and develop new potential partners.
Provide
Provide compelling compensation packages – benefits, competitive pay, and excellent equity.
Provide insight on partners' needs to internal teams on a regular basis.
Provide marketing / sales collateral to partners with prospective clients.
Provide ongoing sales and technical trainings to these partners.
Provide product training to partners and inform them about the complementary services offered.
Provide weekly reporting of pipeline and forecast using the SalesForce / SFDC.
Qualify
Qualify leads, including detailed need analysis, product overview, and potential solution fit.
Recommend
Recommend and participate in industry events that support MSP program objectives.
Recruit
Recruit key partners throughout the ecosystem in line with Segment's sales strategy.
Recruit new Partners, Onboard and Enable them to generate new opportunities for Fuze.
Recruit new web agency partners into the business.
Report
Report forecast and activity accurately to Director of Americas Channels.
Report forecast and activity accurately to Director of Channels.
Report weekly and within the specified time frames.
Resolve
Resolve partner-related issues and sales conflicts in a timely fashion.
Review
Review and ensure strict follow-up with the account to ensure proper execution.
Review effectiveness and impact of such programs on recurring basis internally and with partners.
Run
Run quarterly business reviews on partners.
Schedule
Schedule follow up activities as needed.
Send
Send data to hundreds of business tools with the flip of a switch.
Set
Set own priorities and schedules to meet established goals.
Share
Share ideas within the Alliances team to generate new channel revenue and shape best practices.
Standardize
Standardize and streamline data infrastructure with a single platform.
Strive
Strive towards the quota attainment and growth / development of National Partners.
Submit
Submit accurate and thorough.
Support
Support current partners to ensure full market coverage.
Support development of a solution to fit the customer needs, in conjunction with partner expertise.
Support global MSP partner recruitment and enablement efforts.
Support National Account events and annual meetings as defined by the customer.
Support Partner Sales opportunities.
Track
Track, forecast, co-ordinate and report on sales opportunities.
Track / monitor / support partner pipeline.
Train
Train partner sales personnel on products and value propositions.
Train resellers and system partners on products and sales programs.
Train Resellers on software solution portfolio.
Travel
Travel as necessary within your area and to company-wide meetings.
Travel required across the Selling Region.
Travel required between sites for focus days and training.
Understand
Understand CDW and Lenovo InfoSec and Services strategy, identifying areas of alignment.
Understand customer's business and speak their language.
Understand MSP and MSSP market dynamics and determine areas of focus.
Understand the customer's business goals and requirements.
Understand their coverage models and strategies.
Understand the partner's business goals and requirements.
Update
Update development fleet of vehicles through various pre-production hardware and software upgrades.
Update and manages pipeline(s) and prepares revenue forecasts.
Validate
Validate with deals desk team.
Work with
Work closely with area Sales Management on development and execution of a sales strategy.
Work with Partner Development Rep to develop a cohesive plan to manage territory effectively.
Work with and build a long-lasting relationship with a team of brilliant people.
Work with marketing to drive programs and events to extend the relationships to new prospects.
Work with other Arctic Wolf sales resources to support identified opportunities.
Work with Partner Marketing to plan and execute co-marketing activities with partners.
Work with Partners to drive joint marketing initiatives through events and other marketing campaigns.
Work with the sales team to identify and develop opportunities within the territory.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Channel Account Manager:
Channel Sales Management
Networking
Recruiting
Most In-demand Soft Skills
The following list describes the most required soft skills of a Channel Account Manager:
Written and oral communication skills
Interpersonal skills
Organizational capacity
Presentation
Negotiation
Self-starter
Time-management
Willing to travel
Team player
Initiative
Work independently with little direction
Flexible
Multi-task
Integrity
Relationship management
Translate and communicate key business priorities
Confident
Highly motivated
Relationship
Self-motivated
Build relationships
Can-do attitude
Fast paced environment
Resilience
