How To Become An Inside Channel Account Manager: What It Is and Career Path

What is an inside channel account manager and how to become one

Updated January 8, 2025

3 min read

Quoted expert

Ken Corbit Ph.D.

There is more than meets the eye when it comes to being an inside channel account manager. For example, did you know that they make an average of $49.65 an hour? That's $103,267 a year! Between 2018 and 2028, the career is expected to grow 5% and produce 23,800 job opportunities across the U.S.

What general advice would you give to an inside channel account manager?

Ken Corbit Ph.D.

Assistant Professor of Professional Practice in Marketing, Texas Christian University

Strategic
Company Selection:
Focus on joining companies with robust sales training programs, emphasizing consultative selling. Look for organizations that invest in your development, providing live calling experiences, quota-driven sales processes, and exposure to tools like Salesforce.

Tech
Proficiency and Sales Tools Mastery:
Familiarize yourself with cutting-edge sales technologies, including CRM tools like Salesforce. Your proficiency in these tools will not only streamline your sales processes but also position you as a tech-savvy professional in the competitive sales landscape.

Hands-On
Experience:
Actively engage in live calling, take ownership of sales funnels, and work with senior hiring authorities during your training. This hands-on experience will not only build your confidence but also prepare you for the challenges of consultative selling.

Research
and Decision-Making Skills:
Develop strong research skills to evaluate companies based on fit, growth opportunities, compensation structures, and overall potential. This informed decision-making approach will set you apart and empower you to navigate the sales landscape strategically.

Mentorship
and Networking:
Seek mentorship both within and outside your organization. Building relationships with mentors who invest in your sales skills and knowledge will provide valuable insights. Additionally, actively participate in online forums to connect with practical sales
knowledge and best practices.

ScoreInside Channel Account ManagerUS Average

Salary

7.7

Avg. Salary $103,267

Avg. Salary $59,228

Stability level

6.4

Growth rate 5%

Growth rate 0.3%

Diversity

2.7

Race

American Indian and Alaska Native 0.24%

Asian 4.07%

Black or African American 3.24%

Hispanic or Latino 9.82%

Unknown 4.41%

White 78.23%

Gender

female 32.17%

male 67.83%

Age - 46

Race

American Indian and Alaska Native 3.00%

Asian 7.00%

Black or African American 14.00%

Hispanic or Latino 19.00%

White 57.00%

Gender

female 47.00%

male 53.00%

Age - 46

Stress level

6.4

Stress level is manageable

7.1 - high

Complexity level

8.7

Complexity level is advanced

7 - challenging

Work life balance

4.4

Work life balance is poor

6.4 - fair

Key steps to become an inside channel account manager

Explore inside channel account manager education requirements

Most common inside channel account manager degrees

Bachelor's

70.6 %

Associate

12.9 %

Master's

9.4 %

Start to develop specific inside channel account manager skills

Skills	Percentages
Partner Community	12.38%
Lead Generation	11.36%
Channel Sales	10.94%
Sales Process	10.61%
Icam	7.11%

Complete relevant inside channel account manager training and internships

Accountants spend an average of 6-12 months on post-employment, on-the-job training. New inside channel account managers learn the skills and techniques required for their job and employer during this time. The chart below shows how long it takes to gain competency as an inside channel account manager based on U.S. Bureau of Labor Statistics data and data from real inside channel account manager resumes.

Research inside channel account manager duties and responsibilities

Manage and coordinate daily sales activities through target cold calling and telemarketing.
Maintain accuracy of CRM and forecasting.
Advance user of Salesforce sales management software, generating pipeline and account reports weekly.
Handle practices for pull-through initiatives with patients including advertising, marketing, events and quarterly business reviews for profitability.

Apply for inside channel account manager jobs

Now it's time to start searching for an inside channel account manager job. Consider the tips below for a successful job search:

Browse job boards for relevant postings
Consult your professional network
Reach out to companies you're interested in working for directly
Watch out for job scams

How do inside channel account managers rate their job?

-/5

5 stars

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1 star

Inside channel account manager reviews

A zippia user wrote a review on Jul 2019

Cons

I don't like Infiltration which is common in Asian countries.