CHANNEL SALES ACCOUNT MANAGER JOB DESCRIPTION

A Channel Sales Account Manager grows revenue by managing the indirect partner network that puts software and technology solutions in front of buyers a direct sales team cannot reach alone. Not every partner performs equally. The ones that do share two things: a well-structured business plan and an account manager who meets with them weekly, reviews pipeline transparency, and resolves channel conflicts before they compound. This role owns both the partner relationship and the quota tied to it, sitting under a sales leadership structure and measured against net revenue retention across a defined territory.

As the Channel Sales Account Manager, you drive indirect revenue growth by recruiting, enabling, and managing a portfolio of resellers, ISVs, and solutions providers across an assigned territory within the technology and software market. You work alongside direct sales, marketing, and product teams to align partner activities to company GTM objectives, owning the full partner lifecycle from onboarding through quarterly business reviews.

Career Impact: Managing an ISV or VAR portfolio at this level builds the kind of multi-channel GTM fluency that transitions naturally into a Partner Director or Head of Alliances role within the software industry.

Business Impact: The partners you recruit and enable become the primary growth lever in territories where the direct sales team has limited reach, making your pipeline directly traceable to company revenue targets.

Growth Opportunity: Consistent quota attainment in a structured partner program opens doors to regional or global channel leadership, where scope expands from territory management to program design and partner tiering.

• Recruit and onboard resellers, ISVs, and managed service providers to expand the active partner footprint within the assigned territory.
• Build joint business plans with each partner, reviewed on a defined cadence to align on pipeline targets and go-to-market priorities.
• Monitor partner pipeline weekly, ensuring transparency and accuracy of deal registration and forecast data shared with sales leadership.
• Develop and deliver enablement programs including training materials, incentive structures, and co-marketing resources to improve partner performance.
• Resolve channel conflicts between partners and the direct sales team, applying program compliance rules and discounting guidelines.
• Collaborate with product marketing and sales teams to develop segmentation, positioning, and partner-specific value propositions.
• Conduct regular business reviews with partner senior leadership to assess performance against quota and agree on next-period priorities.
• Identify and qualify net-new leads through partner channels, managing deal flow from initial opportunity through close.

• Bachelor's degree in Business, Technology, or a related field, or equivalent work experience.
• 3 or more years of channel sales or partner management experience, with demonstrated success managing indirect revenue in a software or technology environment.
• Proven understanding of indirect channel models including resellers, ISVs, system integrators, and managed service providers.
• Experience managing partners within a structured partner program, including compliance with contract terms and tiering rules.
• Ability to build and maintain relationships with senior decision-makers inside partner organizations.
• Strong pipeline management skills with consistent accuracy in forecasting and CRM record maintenance.
• Excellent verbal and written communication skills, with confidence presenting to partner leadership and internal stakeholders.
• Willingness to travel within the assigned territory as required by partner meeting schedules and sales cycles.

• Familiarity with cloud-based licensing models such as subscription, consumption, or reseller margin structures common in SaaS distribution.
• Prior experience managing ISV partnerships or ecosystem programs within an open source or platform software environment.
• Exposure to multi-region or global channel programs, with an understanding of how program rules vary by geography.
• Demonstrated success scaling indirect revenue in a high-growth or newly established partner program.

• Partner-sourced pipeline value as a share of total territory quota, tracked per quarter.
• Net revenue retention across the managed partner portfolio, reflecting renewal and expansion rates.
• Number of net-new partners recruited and activated within the fiscal year against target.
• Partner business plan completion rate, measuring the percentage of active partners with a current agreed plan.
• Deal registration accuracy rate, reflecting forecast reliability across the partner funnel.
• Typical tools: CRM platform (commonly Salesforce or HubSpot); partner portal and enablement systems (commonly Impartner or Allbound).

• Base Salary Range: $75,000 to $110,000 annually, depending on seniority and territory size.
• Bonus: Variable commission plan tied to partner-sourced revenue and quota attainment, typically 20 to 30% of base.
• Equity: Stock options or RSUs common at growth-stage and public technology companies.
• Health Benefits: Medical, dental, and vision coverage standard across the sector.
• PTO: 15 to 20 days annually, plus public holidays.
• Common Perks: Home office stipend, mileage or travel reimbursement, and annual sales kickoff attendance.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Reasonable accommodations are available to applicants and employees with disabilities throughout the hiring process and employment, in compliance with the Americans with Disabilities Act and applicable state law. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under federal, state, or local law. Employment is contingent on successful completion of a background check. Applicants must be authorized to work in the United States.

The Sr Channel Sales Account Manager owns the growth of Honeywell ProWatch, MaxPro, and Intelligent Command sales by building credibility with integrators, consultants, and end customers across a designated territory. Working within the security and fire systems business, this role shapes market share gains and aligns sales strategy directly to critical business objectives.

Key Responsibilities

• Build relationships and understand customer needs to provide appropriate products or solutions.
• Define sales and growth strategy toward key customers while aligning with critical sales business objectives.
• Identify opportunities and build credibility with integrators, consultants, and potential end customers.
• Utilize past experience and deep product knowledge to deliver compelling value propositions to customers.
• Develop and maximize Honeywell presence and market share in designated accounts and territory.

Required Qualifications

• Bachelor's degree in any field.
• Minimum 1 year of B2B sales or account management experience in HVAC, Security, or Fire industry.
• Proficient understanding of channel sales principles and best practices.
• Valid Driver's License.
• Excellent team and communication skills.
• Ability to take initiative and work with limited direction.
• Ability to influence across a broader organization.

Embedded within the IT channel sales team, the Channel Sales Account Manager manages and expands relationships across an existing account base to generate enquiry opportunity and drive revenue through rental use cases and targeted customer segments. Working closely with internal stakeholders, this role advances channel awareness and enables informed customer discussions through clear communication of commercial and operational detail.

Core Functions

• Manage and expand relationships within account base to increase enquiry opportunity.
• Generate awareness and opportunity for channel sales.
• Identify and promote rental use cases and propositions to drive revenue into appropriate customer segments.
• Develop understanding and communicate commercial and operational detail to present, lead, and close customer discussions.
• Manage and maintain system tools to enable reporting and progress tracking.

Qualifications and Experience

• Demonstrable understanding of IT channel route to markets.
• Good general understanding of compute and AV solutions.
• Understanding of service-type sales and positioning.
• Results-oriented with focus on achieving targets.
• Effective and confident communicator at all levels.
• Ability to manage changing priorities and keep up to date with new products.
• Strong negotiation skills and good use of initiative.

Reporting to senior leadership, the Channel Sales Account Manager maximizes revenue through the partner network by recruiting new partners, executing joint business plans, and implementing partner programs in compliance with contract terms and discounting rules. Partnering with channel teams and partner senior management, this role builds long-term partner continuity and drives pipeline transparency across a national territory.

Primary Duties

• Create a mutually agreed business plan with the partner reviewed on a yearly basis.
• Initiate pipeline building activities with channel partners and ensure pipeline transparency and accuracy.
• Build and expand channel footprint by recruiting new partners and motivating existing partners to enter new markets.
• Support channel partners to ensure their long-term business continuity.
• Monitor and discuss partners' sales activities on a weekly basis.
• Help channel team discuss strategic direction and serve as a trusted advisor to partner senior management.
• Implement the partner program effectively including compliance, contract terms, and discounting rules.
• Work to resolve and manage channel conflicts effectively.

Education and Experience

• Bachelor's degree or equivalent.
• Minimum 3 years of experience managing partners in a structured partner program with a national role.
• Understanding of the complexity of a multi-channel GTM model.
• Proven track record of success in a channel environment.
• Familiarity with structured partner environments governed by strict programs.
• Fluency in English in addition to the local language.
• Excellent communication and organizational skills with ability to work independently.
• Frequent travel required.

Sitting at the intersection of inside sales and software solutions, the Channel Sales Account Manager converts leads into qualified opportunities and manages active accounts by conducting software demonstrations, making warm and cold calls, and maintaining detailed reports of sales activities. Operating across email, phone, and web-based channels, this role supports outside sales profitability and ensures ongoing customer satisfaction through relationship management and post-sale issue resolution.

Duties

• Work directly with the VP of International Business to handle potential and active accounts.
• Convert leads into qualified opportunities to support outside sales and maximize profitability.
• Achieve and exceed quarterly targets including lead qualification, lead referral, and pipeline forecast goals.
• Build and maintain relationships with customers via email, phone, and web-based chat.
• Demonstrate the functions and utility of products and services to customers based on their needs.
• Ensure customer satisfaction through ongoing communication and relationship management.
• Resolve any issues that may arise post-sale.
• Maintain communication with existing and previous customers regarding new products, services, and enhancements.
• Maintain detailed reports of sales activities.

Skills and Qualifications

• Bachelor's degree in Business Administration or related field, or comparable sales leadership experience.
• Minimum 2 years of related product or sales experience, with prior experience in related field highly preferred.
• Excellent verbal and written communication skills in English.
• Excellent sales and customer service skills with proven negotiation skills.
• Excellent organizational skills and attention to detail.
• Proficient with Microsoft Office Suite or related software.

A key member of the MathWorks sales team, the Channel Sales Account Manager builds higher-level customer relationships through consultative selling and executes account and territory planning to prioritize and close opportunities across the academic and software market. Collaborating across technical, marketing, and distributor teams, this role delivers revenue growth by managing productive channel partner relationships and maintaining a well-documented funnel using an advanced CRM system.

Functions

• Develop and build higher-level customer relationships within accounts and find new contacts through prospecting.
• Apply consultative selling skills with a deep understanding of client needs and product capabilities.
• Develop and execute account and territory planning, identifying and prioritizing opportunities.
• Manage productive relationships with channel partners to maximize revenue growth and help close business in key accounts.
• Develop and manage a funnel of activities and document sales activities using an advanced CRM system.
• Collaborate closely with technical, marketing, and sales teams of MathWorks and the distributor.

Experience and Qualifications

• Bachelor's degree in a technical or economic field.
• Minimum 7 years of professional work experience with demonstrated success managing a territory.
• Experience selling in the academic and software market is a plus.
• Experience using a CRM system.
• Fluency in English and knowledge of other languages. 

Sustained growth of the ISV partner ecosystem across the GEMs region depends on the Channel Sales Account Manager, who leads the regional ISV program, promotes OpenShift adoption, and provides subject matter leadership to country partner account managers. Based within the Red Hat APAC partner organization, this role attains ISV sales objectives by defining GTM strategy and aligning closely with business development, marketing, and services teams.

Strategic Responsibilities

• Define and carry out the GEMs ISV strategy and business plan.
• Attain the sales objectives set for the ISV partner ecosystem.
• Promote the adoption of open source software, particularly OpenShift solutions, by ISVs in the GEMs region.
• Lead the ISV program in the GEMs region and provide regional input to the global team on program enhancements.
• Provide subject matter leadership and support to country partner account managers.
• Work closely with the APAC ISV partner team and business development, marketing, and services teams to align strategy.

Professional Experience

• Minimum 7 years of sales or business development experience with an outstanding track record.
• Experience managing channel sales including large local and regional ISVs.
• Experience in partner ecosystem leadership roles within the GEMs region.
• Good working knowledge of partner programs and ecosystems.
• Demonstrated leadership capabilities in a cross-functional environment.

As the Channel Sales Account Manager, this role works with solutions provider partners and VAR ecosystems to meet assigned sales quotas by creating joint business plans and managing long-term partner relationships that drive after-market revenue. The partner sales team relies on this work to recruit new partners, deliver training and demonstrations, and define the investments needed to sustain long-term growth initiatives across a complex channel ecosystem.

Accountabilities

• Work with existing and potential solutions provider partners and channel partners to meet assigned sales quota by creating sales plans and strategies with local field sales teams.
• Maintain long-term relationships with channel partners and key accounts to achieve customer satisfaction and ensure after-market revenue.
• Identify, recruit, and bring on new partners while managing internal representatives to support sales and account expansion.
• Provide support to partner sales teams through training, customer visits, technical and administrative information, and demonstrations.
• Define and manage investments required to implement long-term growth initiatives with partner accounts.
• Develop and implement joint business plans to increase revenue and ensure partner engagement.

Background and Experience

• Minimum 8 years of experience working in a partner sales role focusing on solutions provider partners.
• Experience in channel management with a complex ecosystem of solutions providers, SIs, and VARs.
• Solid knowledge of solutions providers and existing relationships with similar organizations.
• Excellent communication and interpersonal skills.
• Ability to build relationships with C-level executives in partner organizations.

Channel Sales Account Manager delivers partner recruitment and onboarding across the Utah territory by conducting presentations and demonstrations, building pipeline with in-market sales agents, and managing an existing portfolio of channel partners. The work directly supports quota attainment and territorial channel expansion within the telecommunications and VOIP sector.

Role Responsibilities

• Recruit and onboard new channel partners while managing an existing portfolio within the assigned territory.
• Partner with in-market sales agents to build pipeline and close channel deals.
• Conduct presentations and demonstrations to prospective and existing channel partners.
• Prioritize and handle multiple tasks with strong organizational attention to detail.
• Follow directions from a remote manager.

Education and Experience

• Bachelor's degree in Business or equivalent combination of education and related work experience.
• Minimum 5 years of experience in channel partner recruitment and management with a telecommunications product.
• Advanced understanding of the telecommunications industry and VOIP technology.
• Documented success bringing on new channel partners and proof of quota attainment.
• Extensive network of channel partners within the assigned territory.
• Intermediate to advanced proficiency in Microsoft Word, Excel, Access, and PowerPoint.
• Excellent communication, presentation, and assertiveness skills.

The Channel Sales Account Manager owns a portfolio of agents and dealers, driving profitable revenue growth by retaining and recruiting channel partners, coordinating strategic initiatives, and managing a sales pipeline that reports directly to the Head of Sales Belux. Working within the office and production printing market, this role shapes partner enablement through training programs, trade show representation, and joint product positioning initiatives developed with the product marketing team.

Job Functions

• Retain, recruit, and support new channel partners to ensure product, solutions, and services sales growth.
• Drive, implement, and coordinate strategic initiatives with channel partners to achieve quarterly targets and yearly sales quota.
• Manage sales pipeline and monthly forecasts for defined territory, reporting directly to the Head of Sales Belux.
• Create and deliver sales enablement training and incentive programs for partners.
• Plan time and activities, maintain CRM records, and perform administrative tasks for effective channel network management.
• Represent the company at events, seminars, and trade shows to attract new business.
• Build and develop third-party strategic alliances and industry partnerships.
• Partner with product marketing to research, analyze, and develop segmentation, targeting, and product positioning initiatives.

Position Requirements

• Minimum 5 years of proven working experience in Business Development, Sales, or Account Management.
• Proven track record in identifying and implementing business opportunities.
• Excellent knowledge of customer needs in office and production printing markets.
• Strong influence skills with ability to motivate external partners.
• Excellent presentation, communication, and interpersonal skills.
• Fluency in French and English required, Dutch is a plus.
• Self-driven, decisive, and able to work independently in a fast-paced environment.

Reporting to senior leadership, the Channel Sales Account Manager develops and executes business plans across all aspects of partner relationships to maximize growth opportunities within the enterprise software and network security industry. Partnering with regional partners and senior management stakeholders, this role delivers revenue growth through compelling value propositions, regular performance reviews, and disciplined negotiation in complex sales situations.

Ownership Areas

• Develop and execute business plans driving all aspects of partner relationships to maximize growth opportunities.
• Design compelling value propositions that inspire partners to promote solutions.
• Create services based on emerging and established technologies to increase revenue growth.
• Provide clear and consistent communication across the region with dedicated partners to build strong partnerships.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Maintain and measure activity and performance reports and dashboards.

Knowledge Skills and Abilities

• Minimum 3-5 years of experience in Channel Management or Sales within the enterprise software or network security industry.
• Strong leadership and sales skills with a successful track record of achieving individual quota.
• Understanding of channel operating models and experience with security infrastructure-focused partners.
• Knowledge of sales, marketing, and solution development with ability to present the company value proposition effectively.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.
• Excellent presentation, written, and overall communication skills with strong initiative.

Embedded within the partner operations team, the Channel Sales Account Manager supports the Head of Partners with CRM reporting and distribution coordination while developing net-new channel partnerships that expand revenue and increase market awareness. Working closely with the direct sales team, this role advances indirect revenue growth by identifying and qualifying leads, managing partner sales funnels, and delivering joint solutions to market.

Day-to-Day Responsibilities

• Support the Head of Partners with channel operations including CRM reporting and coordination with distribution.
• Develop net-new channel partnerships to drive business, expand revenue, and increase market awareness.
• Build highly effective relationships with strategic global partners.
• Provide day-to-day management of partner deal flow in close collaboration with the direct sales team.
• Develop partnership strategies and roadmaps aligned to internal business priorities and key objectives.
• Identify and qualify leads, manage partner sales funnels, and deliver joint solutions to market.

Minimum Qualifications

• Bachelor's degree in any field.
• Minimum 1-2 years of experience in BDR, SaaS Sales, Channel Management, Systems Integration, or Business Development.
• Proven track record of scaling indirect revenue in a high-growth company.
• Experience with HubSpot highly desired.
• Exceptional communication, presentation, and interpersonal skills.
• Highly self-motivated with ability to work both independently and in a team environment.

Sitting at the intersection of indirect sales and cloud technology, the Channel Sales Account Manager recruits new hosting partners and managed service providers while cross-selling and upselling solutions within an existing partner network to drive Gross Profit targets. Operating across a partner ecosystem of resellers, ISVs, and system integrators, this role strengthens long-term partner relationships and builds internal stakeholder alignment to sustain indirect revenue growth.

Areas of Ownership

• Make contact with and recruit new hosting partners and managed service providers.
• Upsell relevant additional solutions and services to increase partner success.
• Build and maintain knowledge of the partner's business model and surrounding products and services.
• Maintain and sustain long-term relationships with partners.
• Develop strong internal relationships with key stakeholders.
• Drive accountability toward Gross Profit targets and number of partners recruited.
• Sell, cross-sell, and upsell solutions and services within the partner network.

Technical Qualifications

• Higher education, HBO or higher.
• Minimum 3 years of relevant experience selling IT services in indirect business.
• Proven experience in channel or indirect sales business.
• Good knowledge of indirect business models such as hosting, resellers, ISVs, and system integrators.
• Solid experience with licensing models such as Microsoft CSP or SPLA.
• Experience with cloud services including Azure, AWS, and GCP.
• Excellent communication and negotiation skills with a proactive, solution-oriented approach.