Channel Account Manager

Tech First Gulf FZ LLC; Abu Dhabi; On-site; AED 180,000 - 300,000; Full time

Benefits offered by this job

Competitive salary

Performance-based incentives

Career growth opportunities

Job summary

Tech First Gulf FZ LLC seeks a Channel Account Manager to develop, maintain, and expand our Abu Dhabi channel partner network in the IT distribution space. You will drive sales growth, strengthen partner relationships, and deliver profitable business results.

The candidate should have 3–5 years in channel sales or business development, strong relationships with partners, and proven ability to meet sell-out targets while driving GP margins in AV/ELV, UCC, Infrastructure, or Cyber Security markets.

Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing, IT, or a related field.
• Minimum 3-5 years of channel sales, account management, or business development experience within the IT distribution industry.
• Proven experience in Abu Dhabi market development and channel management.

Responsibilities

• Drive sales and business development activities across Abu Dhabi and key partner accounts.
• Expand and strengthen the channel partner ecosystem by recruiting, developing, and managing strategic reseller relationships.
• Achieve sell-out targets while increasing market share and maintaining profitability.
• Deliver targeted gross profit margins and meet organizational business objectives.
• Maintain CRM records daily, ensuring accurate pipeline management, forecasting, and reporting.

Skills

Channel sales

Account management

Business development

Abu Dhabi market knowledge

Negotiation

Relationship management

Forecasting

CRM proficiency

Education

Bachelor's degree in Business Administration, Sales, Marketing, IT, or related field

Tools

CRM systems

Sales reporting tools

Job description

We are seeking a highly motivated and goal-oriented Channel Account Manager to develop, maintain, and expand our channel partner network across Abu Dhabi. The successful candidate will play a key role in driving sales growth, increasing market share, strengthening partner relationships, and delivering profitable business results. This position requires strong channel management experience, excellent relationship-building skills, and an established network within the Abu Dhabi AV/ELV, UCC, Infrastructure, and Cyber Security market.

Key Responsibilities

• Drive sales and business development activities across Abu Dhabi and key partner accounts.
• Expand and strengthen the channel partner ecosystem by recruiting, developing, and managing strategic reseller relationships.
• Achieve sell-out targets while increasing market share and maintaining profitability.
• Deliver targeted gross profit (GP) margins and meet organizational business objectives.
• Ensure company expectations are met in areas including:
• Gross Profit (GP)
• Days of Inventory
• Go-to-Market Strategies
• Marketing Activities
• Partner Coverage and Breadth
• Identify customer needs and provide cost-effective solutions that align with business requirements.
• Develop and execute a comprehensive channel strategy for the Abu Dhabi market.
• Build and maintain strong relationships with key decision-makers within partner organizations.
• Support partners with RFQs, tenders, and project opportunities to maximize closure rates and profitability.
• Collaborate closely with vendor distribution teams, enterprise account managers, and internal stakeholders to drive successful project closures.
• Provide accurate weekly sales forecasts and commit reports to management and vendors.
• Map and engage the right contacts within partner organizations and facilitate training on products, pricing, and technology solutions.
• Guide partners in enhancing their partnership status and competency levels with vendors.
• Monitor and manage credit limits, deliveries, invoicing, collections, and receivables.
• Maintain CRM records daily, ensuring accurate pipeline management, forecasting, and reporting.
• Work closely with channel partners to qualify opportunities, sanitize the sales funnel, and ensure forecast accuracy.

Requirements

Qualifications & Experience

• Bachelor's degree in Business Administration, Sales, Marketing, IT, or a related field.
• Minimum of 3-5 years of channel sales, account management, or business development experience within the IT distribution industry.
• Proven experience in Abu Dhabi market development and channel management.
• Strong knowledge of:
• Unified Communications & Collaboration (UCC)
• Cyber Security Solutions
• ELV Distribution
• Demonstrated success in achieving sales targets and driving channel growth.
• Experience working with vendors, distributors, resellers, and system integrators.
• Strong sales, negotiation, and business development skills.
• Excellent relationship management and networking abilities.
• Proven ability to build strategic partnerships and manage key accounts.
• Strong forecasting and pipeline management skills.
• High level of commercial awareness and profitability management.
• Excellent communication and presentation skills.
• Proficiency in CRM systems and sales reporting tools.
• Ability to work independently and manage multiple priorities in a fast-paced environment.

Job Summary

We are seeking a highly motivated and goal-oriented Channel Account Manager to develop, maintain, and expand our channel partner network across Abu Dhabi. The successful candidate will play a key role in driving sales growth, increasing market share, strengthening partner relationships, and delivering profitable business results. This position requires strong channel management experience, excellent relationship-building skills, and an established network within the Abu Dhabi AV/ELV, UCC, Infrastructure, and Cyber Security market.

Key Responsibilities

• Drive sales and business development activities across Abu Dhabi and key partner accounts.
• Expand and strengthen the channel partner ecosystem by recruiting, developing, and managing strategic reseller relationships.
• Achieve sell-out targets while increasing market share and maintaining profitability.
• Deliver targeted gross profit (GP) margins and meet organizational business objectives.
• Ensure company expectations are met in areas including:
• Gross Profit (GP)
• Days of Inventory
• Go-to-Market Strategies
• Marketing Activities
• Partner Coverage and Breadth
• Identify customer needs and provide cost-effective solutions that align with business requirements.
• Develop and execute a comprehensive channel strategy for the Abu Dhabi market.
• Build and maintain strong relationships with key decision-makers within partner organizations.
• Support partners with RFQs, tenders, and project opportunities to maximize closure rates and profitability.
• Collaborate closely with vendor distribution teams, enterprise account managers, and internal stakeholders to drive successful project closures.
• Provide accurate weekly sales forecasts and commit reports to management and vendors.
• Map and engage the right contacts within partner organizations and facilitate training on products, pricing, and technology solutions.
• Guide partners in enhancing their partnership status and competency levels with vendors.
• Monitor and manage credit limits, deliveries, invoicing, collections, and receivables.
• Maintain CRM records daily, ensuring accurate pipeline management, forecasting, and reporting.
• Work closely with channel partners to qualify opportunities, sanitize the sales funnel, and ensure forecast accuracy.

Requirements

Qualifications & Experience

• Bachelor's degree in Business Administration, Sales, Marketing, IT, or a related field.
• Minimum of 3-5 years of channel sales, account management, or business development experience within the IT distribution industry.
• Proven experience in Abu Dhabi market development and channel management.
• Strong knowledge of:
• Audio Visual (AV)
• Unified Communications & Collaboration (UCC)
• Enterprise Infrastructure
• Cyber Security Solutions
• ELV Distribution
• Demonstrated success in achieving sales targets and driving channel growth.
• Experience working with vendors, distributors, resellers, and system integrators.

Skills & Competencies

• Strong sales, negotiation, and business development skills.
• Excellent relationship management and networking abilities.
• Proven ability to build strategic partnerships and manage key accounts.
• Strong forecasting and pipeline management skills.
• High level of commercial awareness and profitability management.
• Excellent communication and presentation skills.
• Proficiency in CRM systems and sales reporting tools.
• Ability to work independently and manage multiple priorities in a fast-paced environment.

Mandatory Requirements

• Existing channel partner network in Abu Dhabi for AV, UCC, Infrastructure, and Cyber Security solutions.
• Abu Dhabi market experience is essential.
• Experience in AV/ELV Distribution is highly preferred.

What We Offer

• Opportunity to drive business growth in a strategic market.
• Collaborative and dynamic work environment.
• Career growth and development opportunities.
• Competitive salary and performance-based incentives.