Channel Account Manager

Channel Account Manager

Key Responsibilities

Channel Partner Management:

• Supporting the RSM in developing and maintaining strong relationships with channel partners, including resellers & distributors.
• Act as the primary point of contact for assigned channel partners.
• Review install base lists with partner on a regular basis maximise technical re-fresh activity.

Strategic Planning and Execution:

• Collaborate with partners to create joint business plans, set sales targets, and identify RSM direct customer growth opportunity customer meetings
• Monitor partner performance, ensuring alignment with agreed-upon goals and strategies.
• Drive “From Channel” and “Deal Registered” revenue.

Channel Sales Enablement:

• Provide partners with the tools, resources, and training needed to successfully market and sell products or services and arrange RSM customer meetings
• Conduct regular business reviews to track progress, identify challenges, and implement solutions.

Revenue Generation:

• Drive sales growth through the channel by implementing marketing and promotional strategies and support Regional Sales Managers in developing Net New Customer meetings
• Negotiate contracts and agreements with partners to ensure mutually beneficial outcomes.

Market and Competitive Analysis:

• Stay updated on market trends, customer needs, and competitor activities to inform channel strategy.
• Provide feedback to internal teams on product and service improvements based on partner input.
• Work closely with Field Marketing Teams to develop strategies for Market Development Funds (MDF) and Co-op Development Funds (CDF) budget allocation, focusing on driving In-Flow and achieving measurable results. Cross-Functional Collaboration.
• Act as an advocate for channel partners within the organisation