Channel Account Director-West Region (US)

Calero; United States; Remote; USD 135,000 - 150,000; Full time

Job summary

Calero, the leading technology expense management solution for complex enterprises, is seeking a Channel Account Director for the West Region (US). You will develop and execute strategies to expand our ecosystem of referral partners, VARs, GSIs and MSPs/Wholesalers across the Western United States, with 25%-40% travel.

The ideal candidate will have a Bachelor's degree in Business Administration or Marketing and 3+ years in channel sales or partner management, with a proven track record of

Qualifications

• Bachelor's degree in Business Administration, Marketing, or related field.
• 3+ years of experience in channel sales, business development, or partner management with focus on Referral/VAR channel models.
• Deep understanding of Referral, VAR, and MSP/MSSP ecosystem, including trends, partner models, and competitive landscape in Central/Western US.

Responsibilities

• Identify, recruit and onboard new referral partners, VARs and MSPs.
• Achieve new business and revenue targets for all assigned partners.
• Develop and execute channel strategies to drive revenue growth, market penetration, and partner satisfaction.
• Collaborate with marketing to develop programs, collateral, and campaigns to support partner initiatives and enablement.
• Manage onboarding and enablement activities for resources supporting partners.
• Provide sales and logistical support for channel partners across the Central Region (US).
• Champion the partners' voice internally and drive continuous improvement to the product and partner program.

Skills

Channel sales

Partner management

Business development

Sales strategy

Communication

Education

Bachelor's degree in Business Administration / Marketing

Job description

Calero, the leading technology expense management solution for complex enterprises, is looking for a Channel Account Director in the West Region (US). Reporting to the SVP, Channel Sales, you will be responsible for developing and executing strategies to expand our ecosystem of referral partners, value added resellers, GSIs and MSPs/Wholesalers in the Western United States Region. Your primary objective will be to establish and nurture relationships with key partners, driving revenue growth, and increasing market share for Calero. This position requires 25%-40% travel.

The ideal candidate for this position is located in one of the following States: Wisconsin, Illinois, Iowa, Missouri, Arkansas, Texas, Oklahoma, Kansas, Nebraska, SD, ND, Montana, Wyoming, Colorado, Arizona, Utah, Idaho, Washington, Oregon, California or Nevada

Responsibilities

• Identify, recruit and onboard new referral partners, VARs and MSPs
• Achieve new business and revenue targets for all assigned partners
• Develop and execute channel strategies to drive revenue growth, market penetration, and partner satisfaction
• Collaborate with marketing team to develop tailored marketing programs, collateral, and campaigns to support partner initiatives and enablement
• Manage on-boarding and enablement activities for resources supporting assigned partners
• Provide sales and logistical support for channel partners located across the Central Region (US)
• Adapt to dynamic changes related to sales opportunities
• Articulate the value of Calero's solutions and align them to the customers' critical business issues
• Serve as the primary point of contact for partner inquiries, escalations, and strategic discussions, fostering strong relationships built on trust and collaboration
• Champion the partners' voice internally advocating for their needs and leverage their feedback to drive continuous improvement to the product, services, and partner program

Education

• Bachelor's degree in Business Administration, Marketing, or a related field

Experience and Training

• 3+ years of experience in channel sales, business development, or partner management with a focus on the Referral/VAR channel models

Technical Knowledge

• Proven track record if successfully developing and managing channel partnerships, exceeding revenue targets, as well as driving partner satisfaction
• Deep understanding of the Referral, VAR, and MSP/MSSP ecosystem, including industry trends, partner business models, and competitive landscape in the Central and or Western region (US)
• Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels
• Self-motivated and results-oriented, with the ability to thrive in a fast-paced, dynamic environment

Calero is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sexual orientation, gender identity, age, protected veteran status, or status as a qualified individual with a disability.

The base salary for this position is $135,000 - $150,000. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional, and/or senior-level positions, that meets all required qualifications. Actual offers take candidate's knowledge, skills, abilities, and experience into account. Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.