How to hire a channel account manager

How to hire a channel account manager, step by step

Here's a step-by-step channel account manager hiring guide:

• Step 1: Identify your hiring needs
• Step 2: Create an ideal candidate profile
• Step 3: Make a budget
• Step 4: Write a channel account manager job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new channel account manager
• Step 8: Go through the hiring process checklist

What does a channel account manager do?

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1. Identify your hiring needs

   Before you post your channel account manager job, you should take the time to determine what type of worker your business needs. While certain jobs definitely require a full-time employee, it's sometimes better to find a channel account manager for hire on a part-time basis or as a contractor.

   Determine employee vs contractor status

   Is the person you're thinking of hiring a US citizen or green card holder?

   Yes

   No

   You should also consider the ideal background you'd like them a channel account manager to have before you start to hire. For example, what industry or field would you like them to have experience in, what level of seniority or education does the job require, and how much it'll cost to hire a channel account manager that fits the bill.

   This list shows salaries for various types of channel account managers.

   Type of Channel Account Manager	Description	Hourly rate
   Channel Account Manager	Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.	$27-77
   Outside Sales Manager	An outside sales manager is responsible for monitoring the sales staff performance in selling goods and services to existing and potential clients and ensuring that the team meets sales objectives. Outside sales managers set reasonable sales targets and establish techniques to maximize the staff's efficiency and productivity... Show more	$24-66
   Technical Sales Manager	A technical sales manager is responsible for monitoring the sales techniques and performance of the sales team in selling technical services and systems to the customers. Technical sales managers coordinate with clients to discuss and negotiate offers of new products and services... Show more	$43-89

   Show more

2. Create an ideal candidate profile

   Common skills:

   • Cam
   • Cloud
   • Channel Sales
   • Channel Marketing
   • Salesforce
   • Account Management
   • CRM
   • Revenue Targets
   • Indirect Sales
   • Business Development
   • Sales Process
   • Revenue Growth
   • Customer Satisfaction
   • Saas

   Check all skills

   Responsibilities:

   • Manage key accounts of wholesalers, pharmacies chains and healthcare professionals.
   • Manage a portfolio of 1k+ SMB accounts, which generate $13M in revenue per year.
   • Manage accounts and opportunities with CRM and maximize customer retention with ongoing contact and license renewal management.
   • Manage and coordinate daily sales activities through target cold calling and telemarketing.
   • Support launch and first sale of Windstream's UCaaS cloud service power by Avaya.
   • Overachieve by proving value and benefit of equipment and future ROI through relationship selling.

   More channel account manager duties

3. Make a budget

   Including a salary range in your channel account manager job description is one of the best ways to attract top talent. A channel account manager can vary based on:

   • Location. For example, channel account managers' average salary in oklahoma is 45% less than in pennsylvania.
   • Seniority. Entry-level channel account managers 64% less than senior-level channel account managers.
   • Certifications. A channel account manager with certifications usually earns a higher salary.
   • Company. Working for an established firm or a new start-up company can make a big difference in a channel account manager's salary.

   Average channel account manager salary

   $97,071yearly

   $46.67 hourly rate

   ---

   Entry-level channel account manager salary

   $58,000 yearly salary

   Updated December 22, 2025

   Average channel account manager salary by state

   Rank	State	Avg. salary	Hourly rate
   1	Pennsylvania	$117,739	$57
   2	Maryland	$114,842	$55
   3	California	$111,400	$54
   4	Washington	$110,044	$53
   5	Michigan	$108,535	$52
   6	New York	$107,593	$52
   7	Massachusetts	$106,373	$51
   8	Illinois	$99,239	$48
   9	Virginia	$95,379	$46
   10	Arizona	$92,082	$44
   11	District of Columbia	$90,896	$44
   12	Oregon	$89,070	$43
   13	Colorado	$86,950	$42
   14	North Carolina	$86,355	$42
   15	Minnesota	$84,751	$41
   16	Missouri	$81,705	$39
   17	Texas	$80,566	$39
   18	Florida	$80,529	$39
   19	Ohio	$79,095	$38
   20	Utah	$77,862	$37

   Average channel account manager salary by company

   Company

   Rank	Company	Average salary	Hourly rate	Job openings
   1	Meta	$174,756	$84.02	52
   2	Google	$168,998	$81.25	22
   3	Cloudflare	$160,610	$77.22	23
   4	Apple	$156,991	$75.48	36
   5	8x8	$149,335	$71.80	10
   6	Palo Alto Networks	$147,468	$70.90	128
   7	CLEAResult	$147,363	$70.85	9
   8	Ergotron	$146,609	$70.49
   9	Smartsheet	$141,981	$68.26	1
   10	Palantir	$141,071	$67.82	5
   11	Netwrix	$139,952	$67.28	2
   12	Versa Networks	$138,662	$66.66	4
   13	SolarWinds	$137,155	$65.94	4
   14	Lenovo	$133,497	$64.18	7
   15	Fortinet	$133,292	$64.08	91
   16	BigCommerce	$132,343	$63.63	1
   17	Amazon	$131,569	$63.25	401
   18	Micron Technology	$129,237	$62.13	7
   19	Cisco	$126,997	$61.06	122
   20	McAfee	$126,442	$60.79

4. Writing a channel account manager job description

   A channel account manager job description should include a summary of the role, required skills, and a list of responsibilities. It's also good to include a salary range and the first name of the hiring manager. To help get you started, here's an example of a channel account manager job description:

   Channel account manager job description example

   Do you have AV channel sales experience in the B2B segment with technical understanding on AV products? Can you build strong and influential relationships at all levels? Are you keen to grow your career with a world-renowned brand Sony?
   
   If your answer is yes, join the Professional Displays & Solutions business group of Sony where you can deal with state of art products and solutions! We are looking forward to your application!
   The top line
   
   We are seeking a Channel Account Manager who will develop the Channel sales of Sony Professional Display products in the UK market in line with the overall business plan for the territory. You will achieve budgeted net sales and profit within the account base and deliver against the agreed business objectives within the annual account plans. As an essential part of this role you will build a strong and sustainable relationships with key internal and external stakeholders. You will report to the UK & Ireland B2B Sales Head.
   
   In detail
   Implement the European sales strategy in the UK market, achieve budgeted sales and profit Achieve accurate forecasting for sales and projects Develop and maintain quarterly account plan/opportunity plan with each channel partner account to ensure clear actions are agreed to achieve set quantitative and qualitative targets Maintain and keep updated sales pipeline/forecast tools with Sales manager Share the Weekly/monthly activity report with appropriate management Own the commercial relationship between Sony and selected customers Build effective relationship/network at all levels within the customer/channel/partners organisation Deliver product training for partner sales and technical teams Attend and host demos with support of pre-sales and BDM teams Ensure commercial conditions are implemented correctly Update account plans in SalesforceProspect sales calls with End users independently and in conjunction with channel partners Prepare and deliver quarterly business review meetings with the sales manager Ensure that all marketing plans are clearly communicated to customer/channel partners Negotiate contractual and commercial terms & conditions Support local events and tradeshows
   
   Who you are
   Commercial and Technical Experience and knowledge of the AV B2B Market in the UKChannel Account management managing: Sales performance, project planning, bid management, marketing plans, relationship management, business planning , forecasting and inventory.Fluent EnglishProven success of delivering sustained incremental sales and profit for a sales organisation.Relevant secondary education - Relevant university education preferred Willing to travel (visit customers in the UK, participate in events). Please note that although UK wide travel may be necessary, the majority of the account base are located in the south of the UK.
   
   What you can expect from us
   
   If you want to do something extraordinary in your career, this is the place to be. We don't just create technology, services, and content. We enliven senses, capture moments, and create new experiences daily. We have been at the forefront of broadcast tech for decades, and we stay ahead by inspiring and fulfilling curiosity. This is the world you could be part of.
   
   At Sony, we value our people, so on top of a competitive salary, bonus and excellent benefits including discounts on Sony products, you will be supported with your own career development. You'll have the opportunity to further enhance your skills through our Learning & Development programmes and progress into a vast range of commercial roles to progress your career.
   
   #LI-NG1
   
   Bring your uniqueness to Sony
   
   We recognize that each and every one of us is original and different. Diversity and inclusion are in our DNA, they drive innovation. We empower our people to achieve one goal: to fill the world with emotion, through the power of creativity and technology.

   Copy this example

   

5. Post your job

   There are various strategies that you can use to find the right channel account manager for your business:

   • Consider promoting from within or recruiting from your existing workforce.
   • Ask for referrals from friends, family members, and current employees.
   • Attend job fairs at local colleges to find candidates who meet your education requirements.
   • Use social media platforms like LinkedIn, Facebook, and Twitter to reach potential job candidates.

   Post your job online:

   • Post your channel account manager job on Zippia to find and recruit channel account manager candidates who meet your exact specifications.
   • Use field-specific websites.
   • Post a job on free websites.

6. Interview candidates

   Your first interview with channel account manager candidates should focus on their interest in the role and background experience. As the hiring process goes on, you can learn more about how they'd fit into the company culture in later rounds of interviews.

   It's also good to ask about candidates' unique skills and talents to see if they match your ideal candidate profile. If you think a candidate is good enough for the next step, you can move on to the technical interview.

   The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

7. Send a job offer and onboard your new channel account manager

   Once you've found the channel account manager candidate you'd like to hire, it's time to write an offer letter. This should include an explicit job offer that includes the salary and the details of any other perks. Qualified candidates might be looking at multiple positions, so your offer must be competitive if you like the candidate. Also, be prepared for a negotiation stage, as candidates may way want to tweak the details of your initial offer. Once you've settled on these details, you can draft a contract to formalize your agreement.

   It's also good etiquette to follow up with applicants who don't get the job by sending them an email letting them know that the position has been filled.

   To prepare for the new employee's start date, you can create an onboarding schedule and complete any necessary paperwork, such as employee action forms and onboarding documents like I-9 forms, benefits enrollment, and federal and state tax forms. Human Resources should also ensure that a new employee file is created.

8. Go through the hiring process checklist

   • Determine employee type (full-time, part-time, contractor, etc.)
   • Submit a job requisition form to the HR department
   • Define job responsibilities and requirements
   • Establish budget and timeline
   • Determine hiring decision makers for the role
   • Write job description
   • Post job on job boards, company website, etc.
   • Promote the job internally
   • Process applications through applicant tracking system
   • Review resumes and cover letters
   • Shortlist candidates for screening
   • Hold phone/virtual interview screening with first round of candidates
   • Conduct in-person interviews with top candidates from first round
   • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
   • Conduct background checks on top candidates
   • Check references of top candidates
   • Consult with HR and hiring decision makers on job offer specifics
   • Extend offer to top candidate(s)
   • Receive formal job offer acceptance and signed employment contract
   • Inform other candidates that the position has been filled
   • Set and communicate onboarding schedule to new hire(s)
   • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)

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How much does it cost to hire a channel account manager?