Channel Account Manager

Overview:

The Channel Sales Executive is a quota-carrying role responsible for driving revenue growth via direct relationships with customers and prospects and optimizing channel partnerships within a defined region. Reporting to the Vice President, Americas Channel, this person will collaborate with channel partners to develop and execute strategic initiatives that expand market presence, enhance partner capabilities, and meet or exceed revenue targets. This role requires a balance of strategic vision and hands-on execution to foster successful partnerships and achieve business objectives.

Responsibilities

• Develop and execute region-specific channel strategies to drive revenue growth and align with organizational objectives.  

• Build and manage strong relationships with channel partners, focusing on mutual business success and long-term collaboration.  

• Identify and pursue new business opportunities, upselling and cross-selling within existing accounts while fostering new account growth.  

• Lead sales efforts, including prospecting, opportunity reviews, deal negotiation, and closing to achieve revenue targets.  

• Coordinate with internal teams and serve as the central point of collaboration within a cross-functional "pod" model, including sales, marketing, operations, and technical teams.

Skills and Knowledge

• Strong sales presentation and communication skills, with the ability to clearly convey complex solutions to diverse audiences.  

• Exceptional relationship-building and negotiation abilities to foster effective partnerships and close deals.  

• Solid understanding of product development and discrete manufacturing industries, including associated business operations.  

• Proficiency in using CRM systems, sales automation tools, and data analysis to inform decision-making and pipeline management.  

• Ability to analyze market trends, identify growth opportunities, and adapt strategies to drive success.  

Experience

• At least 10-20 years of experience in channel account management or a related B2B sales role, with a history of meeting or exceeding sales quotas.  

• Proven success in managing channel partnerships and executing co-selling strategies that deliver measurable business results.  

• Experience in the product development, CAD/CAM software, or discrete manufacturing industries is preferred.  

• Demonstrated ability to navigate complex sales cycles and collaborate effectively with cross-functional teams.  

Minimum Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or a related field.  

• Working knowledge of channel sales strategies and product development business operations.  

• Willingness and ability to travel regionally as needed to support partners and clients.  

• Familiarity with discrete manufacturing industries is preferred but not required.  

"It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability."