Channel Sales Manager
Relevant Experience: 6 – 10 years
Job Summary:
The Channel Account Manager (CAM) is responsible for building and maintaining strong relationships with channel partners, including resellers, distributors, and system integrators. Their main goal is to drive sales growth through indirect sales channels by enabling, training, and supporting partners to sell the company’s products and services effectively.
Key Responsibilities:
1. Channel Partner Management
- Identify, onboard, and manage relationships with resellers, distributors, VARs (Value-Added Resellers), and system integrators.
- Develop and execute partner enablement programs to improve partner sales capabilities.
- Act as the main point of contact for channel partners and resolve any escalations.
2. Sales Growth & Revenue Generation
- Drive revenue growth through channel partners by setting and achieving sales targets.
- Work closely with partners to develop joint business plans and go-to-market strategies.
- Identify new sales opportunities within existing partnerships.
3. Partner Training & Enablement
- Provide ongoing sales and technical training to ensure partners understand the product portfolio.
- Develop marketing and sales collateral to support partners in their selling efforts.
- Organize webinars, workshops, and partner events to improve engagement.
4. Channel Strategy & Performance Tracking
- Monitor and analyze partner performance metrics (sales pipeline, revenue, deal closures).
- Provide regular sales forecasts and reports to senior management.
- Optimize channel programs and incentive structures to drive partner motivation.
5. Collaboration with Internal Teams
- Work closely with the sales, marketing, and product teams to align strategies.
- Provide feedback from partners to improve products, pricing, and market positioning.
- Support partners in closing deals by assisting in joint sales calls, negotiations, and product demos.
6. Market Expansion & Competitive Analysis
- Identify new partner recruitment opportunities to expand the company’s channel ecosystem.
- Stay updated on industry trends and competitor strategies to provide insights for business growth