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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

  • $90,000

    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 Career Paths

Channel Account Manager
Business Development Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Business Development Manager Business Development Director
Senior Director Of Business Development
13 Yearsyrs
Business Development Manager Account Director
Senior Account Director
10 Yearsyrs
National Account Manager Director Of Sales
Director Of Sales & Business Development
12 Yearsyrs
National Account Manager
Senior National Account Manager
9 Yearsyrs
National Account Manager Business Development Director
Director, Strategic Accounts
13 Yearsyrs
Director Of Sales
Director Of Enterprise Sales
12 Yearsyrs
Senior Account Manager Account Director
Global Account Director
12 Yearsyrs
Senior Account Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Channel Manager Major Account Manager
Enterprise Account Manager
9 Yearsyrs
Territory Manager
Senior Territory Manager
8 Yearsyrs
Territory Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Territory Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Senior Account Manager Senior Sales Manager
Senior Account Sales Manager
7 Yearsyrs
Territory Sales Manager Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
Territory Sales Manager Brand Manager
Channel Manager
8 Yearsyrs
Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
Territory Sales Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
Sales Account Manager Outside Sales/Account Manager
Regional Sales Manager, Mid Atlantic Region
9 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
Account Manager 2.9 years
Channel Manager 2.8 years
Top Careers Before Channel Account Manager
Top Careers After Channel Account Manager
Consultant 2.8%

Do you work as a Channel Account Manager?

Average Yearly Salary
$90,000
View Detailed Salary Report
$57,000
Min 10%
$90,000
Median 50%
$90,000
Median 50%
$90,000
Median 50%
$90,000
Median 50%
$90,000
Median 50%
$90,000
Median 50%
$90,000
Median 50%
$140,000
Max 90%
Best Paying Company
A10 Networks
Highest Paying City
Minneapolis, MN
Highest Paying State
South Dakota
Avg Experience Level
3.0 years
How much does a Channel Account Manager make at top companies?
The national average salary for a Channel Account Manager in the United States is $90,167 per year or $43 per hour. Those in the bottom 10 percent make under $57,000 a year, and the top 10 percent make over $140,000.

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

  1. Sales Goals
  2. Resellers
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Developed a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
  • Managed sales activities of value-added resellers and end-users within Ohio Valley territory.
  • Recognized for effort in facilitating business plans that contributed to territory 10% target revenue growth goal year over year.
  • Communicated Daily to Channel Partners Focused on Certification Programs and Competitive Marketing Campaigns highlighting Unified Communications.
  • Led different phases of business development and deal construction by collaborating with internal and external partners.

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Average Salary:

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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)

Channel Account Manager Demographics

Gender

Male

64.5%

Female

26.8%

Unknown

8.6%
Ethnicity

White

59.7%

Hispanic or Latino

18.1%

Black or African American

11.2%

Asian

7.2%

Unknown

3.8%
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Foreign Languages Spoken

Spanish

46.9%

Portuguese

18.4%

French

10.2%

Italian

6.1%

Carrier

4.1%

Turkish

2.0%

Greek

2.0%

Persian

2.0%

Mandarin

2.0%

Russian

2.0%

Arabic

2.0%

Korean

2.0%
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Channel Account Manager Education

Schools

University of Phoenix

19.3%

University of Texas at Austin

7.6%

University of South Florida

5.8%

Texas State University

5.8%

University of Washington

5.3%

San Jose State University

5.3%

North Carolina State University

4.7%

Washington State University

4.7%

Pennsylvania State University

4.1%

Northeastern University

4.1%

Michigan State University

3.5%

Arizona State University

3.5%

Georgia State University

3.5%

Texas A&M University

3.5%

Oregon State University

3.5%

University of Arizona

3.5%

Colorado State University

3.5%

Stanford University

2.9%

Kennesaw State University

2.9%

University of Massachusetts Amherst

2.9%
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Majors

Business

38.3%

Marketing

13.2%

Communication

7.7%

Management

6.0%

Political Science

4.0%

Finance

3.4%

Economics

3.3%

General Sales

3.1%

Psychology

2.7%

Computer Science

2.6%

Education

2.6%

Electrical Engineering

2.1%

Accounting

2.0%

Liberal Arts

1.6%

English

1.4%

Project Management

1.4%

Criminal Justice

1.3%

Sociology

1.3%

International Business

1.1%

Graphic Design

1.1%
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Degrees

Bachelors

56.8%

Masters

19.7%

Other

15.6%

Associate

4.3%

Certificate

2.6%

Doctorate

0.5%

Diploma

0.4%

License

0.1%
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