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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

  • $113,860

    Average Salary

What Does A Channel Account Manager Do At Johnson Controls

* Identifies, prioritizes, and capitalizes on DEB market opportunities in retail, higher education, transportation, and commercial real estate.
* Responsible for growing revenue and meeting growth objectives for monthly recurring revenue from services IoT and Segment Income.
* Increases market penetration in Channel business by securing new customers, capturing mind share and driving channel sell to and through new and existing customer base.
* Manages qualifications and assesses potential customers and opportunities
* Ensures the development of new business and demonstrates an understanding of market channels in the market and how they align with the control products business.
* Looks for creative avenues to capture business beyond traditional means
* Partners with other channel leaders to maximize local territory account management consistent with DEB Strategic direction.
* Builds and fosters a team environment within and across channels.
* Solicits support from and communicates effectively with internal staff
* external

What Does A Channel Account Manager Do At Blackberry Corporation

* Building and maintaining senior management level relationships with your assigned Partners to gain an understanding of their businesses and key priorities to identify joint regional sales strategies and tactics for achievement of sales targets.
* Actively build a recruiting strategy for your territory which identifies and recruits new Partners by identifying those partners whose key solution focus areas will be greatly enhanced by complimentary security and mobile solutions from BlackBerry.
* Driving sales and overall messaging of BlackBerry's Enterprise Software solutions and services to our current and prospective Partners through their various Practices and Sales Organizations.
* Maintaining and expanding BlackBerry’s existing customer base.
* Growing and maintaining relationships with key customers within the specific Partner organization to increase mindshare/ awareness/ market share in regard to the BlackBerry’s Software portfolio.
* Actively managing & supporting the Partner through all stages of the sales cycle including sales planning, delivery of sales programs/incentives to promote awareness and stimulate demand for BlackBerry.
* Managing the closure of the top sales funnel opportunities with the Partners, the BlackBerry Sales teams, and their customers.
* Structuring and strategizing the relationship with the Partners (quarterly executive meetings, monthly business meetings, weekly sales calls).
* Analyzing and proposing new business and partnership opportunities in line with the strategy and direction set by Sales management.
* Partnering with BlackBerry Marketing teams to develop regional Partner Marketing activities, programs, incentives, product updates and customer promotions and at the same time working within budget requirements

What Does A Channel Account Manager Do At Ricoh Americas Corporation

* Achieve the assigned monthly/quarterly and annual revenue quota for OPBG products (printers/printer based MFP's and associated accessories and extended warranties) within assigned territory/account assignment.
* Educate channel partner sales and other key personnel on the Ricoh product line and position Ricoh's value proposition against competitive offerings.
* Drive and create mindshare with channel partner utilizing Ricoh OPBG channel programs such as Rewards and Royalties and position Ricoh as the vendor of choice.
* Work with channel partner personnel on end user opportunities and call on the end user directly in conjunction with Channel partner personnel to close opportunities successfully.
* Manage all marketing activities with appropriate channel partner personnel to ensure effective use of Ricoh MDF investments and achieve maximum return on investment.
* Perform regular analysis on assigned territory/account trends to understand actions required to increase Ricoh market penetration.
* Provide detailed requirements to close specific end user opportunities to management for price escalation to business operations.
* Provide accurate mid month sales forecasts to Director, IT Channel Sales.
* Work closely with Ricoh OPBG National Distribution Account Managers to accurately forecast opportunities, coordinate product availability and set special pricing promotions.
* Provide competitive market intelligence to OPBG management and appropriate Ricoh personnel.
* Communicate effectively to channel partners all Ricoh OPBG monthly and quarterly promotions and the resulting partner benefit.
* Requires the ability to travel and meet face to face with channel partner principles, management and sales and marketing personnel

What Does A Channel Account Manager Do At Entrust Datacard

* Ability to clearly articulate Entrust Datacard value proposition in relation to competitors.
* Assist in defining the partnering strategy for assigned territory.
* Build a business plan outlining how they will achieve their target revenues and objectives for the year.
* Identify prospect list of relevant partners, prioritizing their engagement based on revenue potential, ease of entry and skillsets within the partner.
* Recruit resellers into Entrust Datacard’s partner program; take responsibility for their successful launch and enablement including the delivery of sales, product and support training as required.
* Develop, maintain and regularly review a business plan with their partners that outlines the key activities required to ensure that the partner achieves the mutually defined revenue goals and objectives.
* Develop leads to potential new customers through various sources and support the partners in the sales cycles as required, navigating both the company and partner resources where available.
* Research and develop sales presentations to effectively relate Entrust Datacard’s products/services to potential customers' needs.
* Help partners to develop business proposals for presentation to clients, assemble expertise from other departments to ensure that all technical areas are covered.
* Maintain thorough knowledge of Entrust Datacard’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices to be able to respond to customer requests for information.
* Manage overall partner relationships -- has overall responsibility for the maintenance and development of business from partners.
* Responsible for maintaining SaleForce.com and forecasting – maintain required sales and call records and prepare reports as required.
* Define, measure and track the appropriate success criteria and KPI’s for partners.
* Leverage marketing events/activities as well as attend relevant industry events and trade shows to ensure Entrust Datacard brand recognition within the marketplace.
* Maintain thorough knowledge of Entrust Datacard products and sales strategies/objectives.
* Review impact of new Entrust Datacard product releases, new product features, delivery schedules, and competitor offerings with partner sales personnel.
* Represent Entrust Datacard at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information

What Does A Channel Account Manager Do At Lenovo

* Overall partnership growth and development
* Strategic business and marketing plan
* Monitoring business and progress to goals
* Maintain Sales Leader and Executive relationships
* Quarterly team meetings
* Create an environment, structure, and culture for success
* Mentoring/coaching
* Focus Areas –
* Public Sector
* Field Team engagement
* Sales engagement and execution
* Measures of Success
* Achievement of quarterly goals (CPS score)
* Achievement of quarterly Partner goals

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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.


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
Territory Manager Regional Sales Manager
Channel Manager
8 Yearsyrs
Regional Sales Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Business Developer Product Management Director
Director, Product Marketing
11 Yearsyrs
Channel Manager Business Developer
Director, Strategic Accounts
13 Yearsyrs
Alliance Manager Global Alliance Manager
Director, Strategic Alliances
12 Yearsyrs
Senior Account Executive Regional Accounts Manager
Enterprise Account Manager
9 Yearsyrs
Territory Manager Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Manager Regional Accounts Manager
National Account Manager
8 Yearsyrs
Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Director Of Sales Marketing Consultant
Product Marketing Manager
7 Yearsyrs
Account Executive Sales Manager
Regional Sales Manager
9 Yearsyrs
Director Of Sales Business Developer
Senior Manager Of Marketing
9 Yearsyrs
Business Development Manager Senior Project Manager
Senior Product Manager
9 Yearsyrs
Channel Manager Business Development Manager
Senior Product Marketing Manager
10 Yearsyrs
Business Developer Business Development Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
National Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
National Account Manager Marketing Director
Vice President Of Marketing & Communications
12 Yearsyrs
Senior Account Executive Regional Vice President
Vice President Of Sales & Operations
12 Yearsyrs
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Channel Account Manager Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • Portuguese

  • French

  • Italian

  • Turkish

  • Persian

  • Greek

  • Carrier

  • Mandarin

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Channel Account Manager

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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 -
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 -
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 -
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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Top Channel Account Manager Skills

  1. Reseller Channel
  2. Channel Partners
  3. Annual Quota
You can check out examples of real life uses of top skills on resumes here:
  • Honored as the Direct Marketing Reseller Channel Account Manager of the Year 2007.
  • Communicated Daily to Channel Partners Focused on Certification Programs and Competitive Marketing Campaigns highlighting Unified Communications.
  • Achieved annual Quota 4 out of 5 years including record annual quota in 2007 of 250%.
  • Developed new markets for more than 50 Partners in assigned territory.
  • Partnered with product management and the services organization to expand partner service offerings and drive additional revenue growth.

Top Channel Account Manager Employers

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