Channel Account Manager

WESTCON GROUP PHILIPPINES; Makati; On-site; PHP 600,000 - 1,000,000; Full time

Job summary

WESTCON GROUP PHILIPPINES seeks a Channel Account Manager to drive revenue objectives and manage channel partnerships. You will understand how channel businesses work with internal sales and align efforts with Cisco architectures and growth solutions.

You will identify opportunities, maintain existing Cisco-related projects, and build strong relationships with Cisco Account Managers and resellers. Collaboration with training, marketing, and product management will be essential for delivering

Responsibilities

• Drive identification and closure of opportunities to meet targets and KPIs, aligned to growth and new business.
• Identify and establish new projects for Cisco architectures and Next Generations/Growth Solutions.
• Maintain and grow existing projects for Cisco, Ever Pure and Opengear.
• Build strong relationships with Cisco Account Managers and resellers to achieve targets.
• Support internal sales in managing account administration.
• Keep channels and customers informed with product-related information.
• Coordinate with training, marketing, business development, and product management to support customers.
• Establish productive vendor relations to ensure quality of service to channels and customers.
• Maintain up-to-date profiles on accounts showing revenue projections and quotas.
• Gain understanding of customer business and strategic plans as they relate to Comstor products and services.
• Develop knowledge of Comstor and vendor product portfolio.
• Manage and develop relationships with partners.
• Develop joint business plans to identify growth opportunities and revenue targets.
• Help partners build their Cisco solution business with Cisco to offer the right solutions to end users.
• Serve as the go-between between company management and partners, advocating for both parties.
• Understand partner needs and align with supplier sales goals.
• Negotiate terms of partner contracts including price markups, payment terms, delivery schedules, renewals, and marketing support.
• Assist with partner training and sales strategies.
• Monitor pipeline to avoid channel conflicts.
• Track sales potential, deal frequency, adoption, growth rates, MDF usage.

Job description

POSITION DESCRIPTION

A Channel Account Manager understands revenue objectives, market segmentation, motivational resources, and how channel businesses work in tandem with internal sales.

Sales

• Driving the identification and closure of opportunities, achieving targets and KPI's aligned to growth and new business Identify and establish new projects for Cisco Architectures and Next Generations/Growth Solutions.

• Maintain and grow existing projects for Cisco, Ever Pure and Opengear.

• Build up an excellent relationship with the Cisco Account Managers responsible for the accounts and work closely together with them.

• Build up and maintain an excellent relationship with resellers, work closely with them to achieve set targets.

• Support internal sales in managing account administration.

Channel and Customer Support

• Keep channels and customers informed with product-related information.

• Coordinate with training, marketing, business development, and product management to effectively support the customer.

• Establish productive vendor relations to ensure quality of service to channels and customers.
  

Business Management

• Maintain up-to-date profiles on accounts showing revenue projects and quotas.

• Gain general understanding of customer business and strategic plans as they relate to Comstor products and services.

• Maintain relevant account information develop own knowledge of Comstor and vendor product portfolio.

• Responsible for managing and developing relationships with partners.

• Develop joint business plan to identify growth opportunities and achieve revenue targets.

• Help our partner build their Cisco solution business together with cisco to make sure that we are offering the right solutions to our end users.

Must have strong business acumen given the points below:

Serving as liaison

• A channel manager’s job is to serve as the go-between between company management and partners, advocating for both parties.

• A successful channel account manager must be concerned about the needs of the partners.

• They need to know their partners, their partners’ business, and how their success aligns with the supplier’s sales goals.

Negotiating contracts

• As the channel liaison, he/she must understand how to negotiate the terms of partner contracts.

• This includes setting price markups, payment terms, delivery schedules, renewals, marketing and sales support, and more.

Training

• To ensure customer satisfaction and partner profits, it’s essential that channel partners understand the supplier’s products and services so they know how best to sell and service them.

• It’s the channel manager’s job to assist with partner training and sales strategies.

Resolving channel conflicts

• The channel manager needs to stay abreast of prospects in the pipeline and upcoming sales contracts in order to avoid channel conflicts.

Analytics skills

• Building a successful channel sales strategy is more than just mapping partner-generated revenue to sales quotas. It also requires monitoring a variety of factors, such as sales potential, deal frequency and adoption, growth rates, use of market development funds (MDF), and potential business growth.