Channel Account Manager - DACH

ConnectWise; Wien; On-site; EUR 60,000 - 90,000; Full time

Job summary

ConnectWise is seeking a Channel Account Manager in Vienna, Austria to manage and grow a portfolio of MSP partners. You will drive recurring revenue through cross-sell and upsell, build strategic relationships with key decision-makers, and lead the full sales cycle from contract terms to implementation.

The ideal candidate has 5+ years of account management experience, a proven quota track record, and fluency in German (DACH).

Qualifications

• 5+ years of account management experience.
• Proven track record of meeting/overachieving annual quotas.
• Business English and German language proficiency.
• Fluency in German/DACH region required.

Responsibilities

• Manage a named book of 50-200 MSP accounts.
• Identify cross-sell and upsell opportunities across the portfolio.
• Lead full sales cycle from negotiations to implementation.
• Develop strategic account plans and manage CRM forecasts.
• Collaborate with partners and internal teams; travel up to 20%.

Skills

MSP knowledge

Consultative selling

Cross-selling

Upselling

Outbound calls

Account management

Job description

ConnectWise is an industry and Global leading software company with over 3,000 colleagues in North America, EMEA and APAC. As a community-driven software company dedicated to the success of technology solution providers, our suite helps over 45,000 of our partners manage their businesses better, sell more efficiently, automate service delivery, and remotely control technology so they can consistently deliver amazing customer experiences. Our company is powered by our connections, our colleagues, and our community. And, we accept all kinds. Game-changers, innovators, culture-lovers—and humankind. We invite discovery and debate. We recognize key moments as milestones. We see you and value you for your unique contributions. Our inclusive, positive culture lays the foundation to ensure every colleague is valued for their perspectives and skills, giving you the choice of how YOU make a difference.

Curious? Read this opportunity to learn how YOU can make a difference at ConnectWise! **Fluence in German is essential for this role.

General Summary

The Channel Account Manager is responsible for managing, growing, and retaining a portfolio of allocated Managed Service Provider (MSP) partners in the designated region. The role focuses on driving recurring revenue growth, increasing technology adoption through Cross Sell and Up Sell and building strategic relationships with C- level partner contacts and key decision-makers.

• Manages a named book of 50-200 MSP partner accounts
• Identifies cross-sell and upsell sales-generated opportunities across the product portfolio
• Leads entire sales cycle through contract negotiations, opportunity terms, discounts, and implementation
• Develops account plans for strategic/high-potential partners and strategies for underperforming accounts
• Executes accurate account records, forecasts, and pipeline reviews within CRM
• Collaborates closely with Distribution partners in the allocated region
• Closes sales that meet the ConnectWise standards for pricing, margins, terms, and conditions (averages are subject to change based on segment, industry, product, etc.)
  • Average size of transaction: $15K annual per sale
  • Average number of sales: 85 transactions/year
  • Average length of sales cycle: 30 days
• Partners with Marketing, Customer Success, Sales Engineering, Technical support and Product teams

Knowledge, Skills, and/or Abilities Required

• Knowledge of Managed Service Provider (MSP) and/or Technology Service Provider (TSP)
• Consultative selling, Cross- and Upselling
• Ability to identify opportunities and leverage requested resources appropriately
• Ability to manage large projects and processes independently with limited supervision
• Ability to effectively make 50 outbound calls per day

Educational/Vocational/Previous Experience Recommendations

• 5+ years of relevant experience in account management
• Proven track record of previous annual quota achievement
• Business English and Mother tongue requirement for designated region
• Fluence in German/DACH is essential for this role

Working Conditions

• Up to 20% travel may be required

ConnectWise is an Equal Opportunity Employer, dedicated to building a diverse and inclusive workforce and providing a workplace free from discrimination and harassment. ConnectWise provides equal employment opportunities to all employees and applicants without regard to race, ethnicity, color, religion, age, sex (including pregnancy), sexual orientation, gender, gender identity or expression, ancestry, national origin, citizenship status, physical or mental disability, genetic information, military/veteran status, marital status, familial or parental status, or any other characteristic or status protected by applicable federal, state and local laws.

The statements above are intended to describe the general nature and level of work being performed by individuals assigned to this job. Other duties may be assigned as needed. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the job and/or to receive other benefits and privileges of employment. If you need a reasonable accommodation for any part of the application and hiring process, please contact us at [e-mail] or 1-800-671-6898.