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Become A Channel Account Manager

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Working As A Channel Account Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $92,556

    Average Salary

What Does A Channel Account Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become A Channel Account Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Channel Account Manager Jobs

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Channel Account Manager Career Paths

Channel Account Manager
Director Of Sales Business Developer
Business Development Sales Manager
9 Yearsyrs
Territory Sales Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
National Account Manager Director Of Sales
Director Of Retail Sales
10 Yearsyrs
Sales Account Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Channel Manager Major Account Manager
Enterprise Account Manager
9 Yearsyrs
Senior Account Manager Account Director
Global Account Director
12 Yearsyrs
National Account Manager Strategic Accounts Manager
Global Account Manager
9 Yearsyrs
Territory Manager Account Manager
Major Account Manager
7 Yearsyrs
Territory Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Account Executive Director Of Sales
Sales Vice President
12 Yearsyrs
Business Development Manager Account Director
Senior Account Director
11 Yearsyrs
Account Executive Business Development Manager
Senior Business Development Manager
11 Yearsyrs
Sales Account Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Business Development Manager Senior Product Manager
Senior Product Marketing Manager
10 Yearsyrs
National Sales Manager Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Senior Account Executive Territory Manager
Territory Account Manager
8 Yearsyrs
Senior Account Executive Pharmaceutical Sales Representative
Territory Business Manager
7 Yearsyrs
Territory Sales Manager National Account Manager
Vice President Of National Accounts
12 Yearsyrs
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Do you work as a Channel Account Manager?

Help others decide if this is a good career for them

Average Length of Employment
Channel Manager 2.8 years
Account Manager 2.8 years
Top Employers Before
Top Employers After
Consultant 2.9%

Do you work as a Channel Account Manager?

Channel Account Manager Demographics

Gender

Male

69.0%

Female

28.3%

Unknown

2.7%
Ethnicity

White

59.7%

Hispanic or Latino

18.1%

Black or African American

11.0%

Asian

7.2%

Unknown

4.0%
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Foreign Languages Spoken

Spanish

48.6%

Portuguese

13.5%

French

10.8%

Italian

8.1%

Carrier

5.4%

Turkish

2.7%

Persian

2.7%

Greek

2.7%

Mandarin

2.7%

Korean

2.7%
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Channel Account Manager Education

Schools

University of Phoenix

18.4%

University of South Florida

6.1%

North Carolina State University

6.1%

Texas State University

6.1%

San Jose State University

5.3%

University of Arizona

5.3%

Michigan State University

4.4%

University of Washington

4.4%

University of Texas at Austin

4.4%

Weber State University

4.4%

Texas Christian University

3.5%

Arizona State University

3.5%

Ohio State University

3.5%

Pennsylvania State University

3.5%

Stanford University

3.5%

Texas A&M University

3.5%

DePaul University

3.5%

University of Oregon

3.5%

Iowa State University

3.5%

Northeastern University

3.5%
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Majors

Business

36.4%

Marketing

14.2%

Communication

8.5%

Management

5.7%

Economics

3.6%

Political Science

3.6%

Finance

3.4%

Computer Science

3.2%

General Sales

2.8%

Electrical Engineering

2.5%

Psychology

2.5%

Education

2.1%

Information Technology

1.7%

Sociology

1.7%

Liberal Arts

1.5%

Criminal Justice

1.5%

International Business

1.3%

English

1.3%

Project Management

1.3%

Graphic Design

1.3%
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Degrees

Bachelors

54.9%

Masters

19.7%

Other

16.1%

Associate

5.0%

Certificate

2.9%

Doctorate

0.8%

Diploma

0.5%

License

0.2%
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Temporary

Real Channel Account Manager Salaries

Job Title Company Location Start Date Salary
Channel Account Manager Red Hat, Inc. Mountain View, CA Aug 29, 2016 $115,000 -
$135,000
Channel Account Manager II Dell USA LP Round Rock, TX Oct 01, 2011 $99,622
Senior Channel Account Manager T-Mobile USA, Inc. Bellevue, WA Jul 17, 2011 $91,811 -
$108,000
Channel Account Manager Ca Technologies Southfield, MI Nov 14, 2011 $90,000
Channel Account Manager II Avaya Inc. Santa Clara, CA Sep 17, 2016 $83,814
Channel Account Manager I Dell Software, Inc. Aliso Viejo, CA Sep 02, 2014 $77,000
Channel Account Manager Cisco Systems, Inc. San Diego, CA Feb 26, 2010 $74,855 -
$113,400
Channel Account Manager Openerp, Inc. San Jose, CA Jan 07, 2011 $65,040
Channel Account Manager Openerp, Inc. San Jose, CA Nov 08, 2010 $65,040

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Top Skills for A Channel Account Manager

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  1. Channel Partners
  2. Revenue Growth
  3. Sales Quota
You can check out examples of real life uses of top skills on resumes here:
  • Communicated Daily to Channel Partners Focused on Certification Programs and Competitive Marketing Campaigns highlighting Unified Communications.
  • Partner revenue growth in data recovery management practice.
  • Followed defined sales strategy while also outperforming sales quota.
  • Deepened market penetration and boosted sales though territory marketing initiative based on market gaps for local-area sales team.
  • Owned responsibility for sales of consulting services and certification training to a variety of businesses within the security industry.

How Would You Rate Working As a Channel Account Manager?

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Average Salary:

Top 10 Best States for Channel Account Managers

  1. New York
  2. Colorado
  3. Rhode Island
  4. Virginia
  5. Delaware
  6. North Carolina
  7. Texas
  8. New Jersey
  9. Michigan
  10. Georgia
  • (1,525 jobs)
  • (674 jobs)
  • (76 jobs)
  • (845 jobs)
  • (63 jobs)
  • (726 jobs)
  • (2,147 jobs)
  • (658 jobs)
  • (571 jobs)
  • (887 jobs)

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