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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

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
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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Average Length of Employment
Account Manager 2.9 years
Channel Manager 2.9 years
Top Employers Before
Top Employers After
Consultant 2.7%

Channel Account Manager Demographics

Gender

Male

70.0%

Female

27.5%

Unknown

2.6%
Ethnicity

White

80.5%

Hispanic or Latino

10.4%

Asian

6.8%

Unknown

1.7%

Black or African American

0.7%
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Languages Spoken

Spanish

43.3%

Portuguese

16.7%

French

13.3%

Italian

10.0%

Turkish

3.3%

Persian

3.3%

Greek

3.3%

Carrier

3.3%

Mandarin

3.3%
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Channel Account Manager Education

Schools

University of Phoenix

18.3%

North Carolina State University

6.7%

University of South Florida

6.7%

Texas State University

6.7%

San Jose State University

4.8%

University of Arizona

4.8%

University of Washington

4.8%

University of Texas at Austin

4.8%

Arizona State University

3.8%

Iowa State University

3.8%

DePaul University

3.8%

Stanford University

3.8%

Texas A&M University

3.8%

Michigan State University

3.8%

University of Oregon

3.8%

Weber State University

3.8%

Temple University

2.9%

Chabot College

2.9%

California State University - Fullerton

2.9%

Ohio State University

2.9%
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Majors

Business

37.1%

Marketing

13.1%

Communication

7.9%

Management

6.1%

Political Science

4.0%

Economics

3.7%

Finance

3.7%

Computer Science

3.3%

General Sales

2.8%

Psychology

2.3%

Electrical Engineering

1.9%

Education

1.9%

Sociology

1.9%

Liberal Arts

1.6%

Criminal Justice

1.6%

Information Technology

1.6%

English

1.4%

Project Management

1.4%

Journalism

1.4%

International Business

1.2%
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Degrees

Bachelors

55.6%

Masters

18.6%

Other

16.3%

Associate

5.3%

Certificate

2.8%

Doctorate

0.9%

Diploma

0.5%
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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

ResellerChannelChannelPartnersAnnualQuotaTerritoryRevenueGrowthVARBusinessPlansBusinessRelationshipsChannelSalesBusinessDevelopmentBusinessPartnersDistributionPartnersSalesTrainingSMBAvayaStorageProductLinesCDWAccountManagementIP

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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.

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