What does a channel account manager do?
A channel account manager is responsible for handling client accounts and maintaining a healthy business relationship with partners by providing high-quality services according to their specifications and requirements. Channel account managers identify business opportunities and other services that would meet client demands and public interests by analyzing sales and market trends. They also contribute to the development of sales improvement techniques that would drive more revenues and profits for the business. A channel account manager handles a channel team that would support the deliverables and outputs for the clients within their budget limitations and timetable.
Channel account manager responsibilities
Here are examples of responsibilities from real channel account manager resumes:
- 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.
- Assist with the localization and introductions of the most recent CRM software into the Latin American market.
- Maintain and continually advance knowledge of the rapidly evolving SaaS market, MSP landscape, and state and federal compliance regulations.
- Provide coverage in payroll processing and performance reporting.
- Communicate accurate channel revenue forecasts and ROI analysis including assessing and measuring channel effectiveness to higher management.
- Design complex IP telephony solutions including integration with other telecommunication manufacturer's equipment and adhering to day-to-day business processes.
- Schedule nightly routes through logistics to optimize time management.
- Coordinate third party transportation and warehouse partnering for logistics solutions.
- Provide consultation to healthcare organizations on industry best practices and provide continuing education training programs for their clinical staff.
Channel account manager skills and personality traits
We calculated that 8% of Channel Account Managers are proficient in Cam, Cloud, and Channel Sales. They’re also known for soft skills such as Customer-service skills, Leadership skills, and Analytical skills.
We break down the percentage of Channel Account Managers that have these skills listed on their resume here:
- Cam, 8%
Acted as liaison to Cisco product CAM's and cross-functional teams to help them understand the service value proposition.
- Cloud, 8%
Recruit and facilitate growth of Agents and Partners selling cloud based PBX, call center software and network services.
- Channel Sales, 7%
Developed and successfully implemented programs that increased retail channel sales.
- Channel Marketing, 5%
Analyzed/developed channel marketing campaigns and assisted with creating new vertically driven campaigns using the Marketing Development Funds program.
- Salesforce, 4%
Reported daily customer activity into CRM tool SalesForce.
- Account Management, 4%
Strengthened relationship with channel partners through proactive account management.
Most channel account managers use their skills in "cam," "cloud," and "channel sales" to do their jobs. You can find more detail on essential channel account manager responsibilities here:
Customer-service skills. To carry out their duties, the most important skill for a channel account manager to have is customer-service skills. Their role and responsibilities require that "when helping to make a sale, sales managers must listen and respond to the customer’s needs." Channel account managers often use customer-service skills in their day-to-day job, as shown by this real resume: "maintain data base for customer management & forecast accuracy for management reports & business reviews. "
Leadership skills. Many channel account manager duties rely on leadership skills. "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.," so a channel account manager will need this skill often in their role. This resume example is just one of many ways channel account manager responsibilities rely on leadership skills: "managed planned to actual quarterly business reviews between safeway and unfi senior leadership. "
Analytical skills. channel account managers are also known for analytical skills, which are critical to their duties. You can see how this skill relates to channel account manager responsibilities, because "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." A channel account manager resume example shows how analytical skills is used in the workplace: "team lead for dell's enterprise data center team comprising of 4 -technical sales reps and 3 - system engineers. "
Communication skills. channel account manager responsibilities often require "communication skills." The duties that rely on this skill are shown by the fact that "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." This resume example shows what channel account managers do with communication skills on a typical day: "conducted regular partner sales training's, based on my telecommunications sales insight and success. "
The three companies that hire the most channel account managers are:
- Trellix53 channel account managers jobs
- Oracle46 channel account managers jobs
- Check Point Software Technologies30 channel account managers jobs
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Compare different channel account managers
Channel account manager vs. 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. They regularly connect with the clients to determine their needs and make any adjustments to business plans as needed. An outside sales manager should have excellent knowledge of the current market trends to identify business opportunities that would generate more revenues and resources.
These skill sets are where the common ground ends though. The responsibilities of a channel account manager are more likely to require skills like "cam," "cloud," "channel sales," and "channel marketing." On the other hand, a job as an outside sales manager requires skills like "customer service," "sales territory," "increase sales," and "general contractors." As you can see, what employees do in each career varies considerably.
Outside sales managers tend to make the most money working in the finance industry, where they earn an average salary of $78,067. In contrast, channel account managers make the biggest average salary, $117,693, in the technology industry.outside sales managers tend to reach similar levels of education than channel account managers. In fact, outside sales managers are 4.5% less likely to graduate with a Master's Degree and 0.0% more likely to have a Doctoral Degree.Channel account manager vs. 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. They also identify business opportunities by analyzing current technology trends from public demands to generate more revenue resources and increase the company's profits. A technical sales manager facilitates and plans sales training and programs to maximize staff's efficiency and productivity.
Each career also uses different skills, according to real channel account manager resumes. While channel account manager responsibilities can utilize skills like "cam," "cloud," "channel sales," and "channel marketing," technical sales managers use skills like "sales management," "project management," "customer service," and "windows."
Technical sales managers may earn a higher salary than channel account managers, but technical sales managers earn the most pay in the manufacturing industry with an average salary of $116,399. On the other hand, channel account managers receive higher pay in the technology industry, where they earn an average salary of $117,693.In general, technical sales managers achieve similar levels of education than channel account managers. They're 0.9% more likely to obtain a Master's Degree while being 0.0% more likely to earn a Doctoral Degree.Channel account manager vs. Manager, account executive
An account executive manager is responsible for handling client accounts and leading the account management procedures to promote the client's brand image in the market and maintain the highest satisfaction. Account executive managers work with the marketing and sales team to identify sales and promotional strategies that would increase revenues and product profits. They also review the current market trends to develop business opportunities according to client needs and public demands. An account executive manager coordinates with the clients for regular updates and informs them of business plan adjustments as needed.
The required skills of the two careers differ considerably. For example, channel account managers are more likely to have skills like "cam," "cloud," "channel sales," and "channel marketing." But a manager, account executive is more likely to have skills like "customer service," "contract negotiations," "sales territory," and "account executives."
Managers, account executive make a very good living in the technology industry with an average annual salary of $87,422. On the other hand, channel account managers are paid the highest salary in the technology industry, with average annual pay of $117,693.managers, account executive typically earn similar educational levels compared to channel account managers. Specifically, they're 1.2% less likely to graduate with a Master's Degree, and 0.3% less likely to earn a Doctoral Degree.Channel account manager vs. Account executive/sales manager
An Account Executive/Sales Manager manages client accounts, building positive client relationships in the process. Part of their job is to secure sales, which requires them to conduct research and analysis to find new business and client opportunities, generate leads, offer products and services to clients through calls and correspondence, arrange appointments, and process payments. There are instances where they must assist clients by resolving issues and concerns, ensuring client satisfaction. Moreover, they are also responsible for developing sales plans and strategies while implementing the company's policies and regulations among staff.
Types of channel account manager
Updated January 8, 2025
