Channel Account Manager

Buffalo Americas, Inc.; Austin (TX); Remote; USD 80,000 - 99,000; Full time

Benefits offered by this job

Fully remote work environment

Flexible scheduling

Comprehensive benefits package

Job summary

Buffalo Americas, Inc. is seeking a results-driven Channel Account Manager to support top-tier Direct Market Reseller partners.

This remote, phone-based role focuses on relationship management, pipeline development, and sales enablement across CDW, Insight, SHI, and Connection. You will collaborate with cross-functional teams to position Buffalo’s networking and storage solutions, leveraging Salesforce to track progress and forecast performance.

Qualifications

• 4+ years of technology sales within a DMR or manufacturer environment.
• Proven track record of meeting/exceeding quotas in a metrics-driven, phone-based environment.
• Deep understanding of the channel sales model and working with large DMRs.
• Established relationships within key DMR accounts to influence sales and product positioning.
• Working knowledge of networking, storage, and/or security solutions.
• Exceptional communication, presentation, and interpersonal skills.

Responsibilities

• Own and manage sales relationships within assigned DMR accounts (e.g., CDW, SHI, Insight, Connection).
• Develop, manage, and grow a sales pipeline by driving opportunities and expanding accounts.
• Collaborate with reseller reps and category managers for promotions, education, and sales strategies.
• Conduct regular business reviews and forecasting with partners to align with sales goals.
• Leverage Salesforce to manage accounts, track opportunities, and report metrics.
• Support sales enablement with trainings and co-branded campaigns.
• Travel to partner offices or events up to 25%.

Skills

Technology sales

DMR experience

Quota attainment

Sales pipeline

CRM Salesforce

Communication skills

Education

Bachelor's degree in Business/Marketing

Tools

Salesforce

Microsoft Excel

PowerPoint

Outlook

Word

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Sales Full Time US

Salary Range: $80,000.00 To $99,000.00 Annually

Channel Account Manager – DMR Accounts (Remote – U.S.)

Location: Remote – U.S. Based

Travel: Minimal (up to 25%)

Reports to: Director, Channel Sales

Buffalo Americas, Inc. is seeking a results-driven, phone-savvy Channel Account Manager (CAM) to support our top-tier Direct Market Reseller (DMR) partners including CDW, Insight, SHI, and Connection. If you're passionate about driving sales, building channel relationships, and have a strong background in technology—particularly in networking and storage—this is your opportunity to make an impact in a remote, collaborative environment.

About the Role

As a Channel Account Manager, you’ll be responsible for managing and growing revenue within assigned DMR accounts. This is a remote, phone-based role focused on proactive relationship management, sales enablement, and pipeline development. You'll work cross-functionally with marketing, distribution, and technical teams to help resellers position Buffalo’s industry-leading networking and storage solutions to their customers.

Key Responsibilities

• Own and manage sales relationships within assigned DMR accounts (e.g., CDW, SHI, Insight, Connection).
• Develop, manage, and grow a sales pipeline by driving new opportunities, expanding existing accounts, and converting leads into revenue.
• Collaborate with reseller reps and category managers to drive promotions, product education, and sales strategies.
• Conduct regular business reviews and forecasting with partners to ensure alignment with quarterly and annual sales goals.
• Leverage Salesforce CRM to manage accounts, track opportunities, analyze trends, and report performance metrics.
• Support sales enablement efforts including virtual trainings, co-branded campaigns, and new product rollouts.
• Provide pre-sales assistance by offering solutions-based recommendations aligned to customer needs.
• Maintain a strong understanding of Buffalo’s product portfolio and competitive landscape to position our value proposition effectively.
• Travel to partner offices or industry events as needed (limited to 25%).

What You Bring

• 4+ years of technology sales experience, preferably with a leading DMR or manufacturer supporting the DMR space.
• Demonstrated track record of consistently meeting or exceeding sales quotas in a metrics-driven, phone-based environment, with a strong commitment to achieving call volume KPIs.
• Deep understanding of the channel sales model and the nuances of working with large DMRs.
• Established relationships within key DMR accounts that can be leveraged to influence sales and product positioning
• Working knowledge of networking technologies (wired/wireless), storage, and/or security solutions.
• Exceptional communication, presentation, and interpersonal skills.
• Highly organized with strong time management skills and a proactive, self-starting mindset.
• Proficiency with Salesforce CRM (required) and Microsoft Office (Excel, PowerPoint, Outlook, Word).

Preferred Qualifications

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
• Experience with sales enablement tools and digital marketing initiatives.
• Familiarity with the reseller sales cycle and category management within DMRs.

At Buffalo, we’re passionate about building smart, reliable, and cost-effective solutions that empower our partners and customers. As a member of our team, you’ll benefit from:

• A fully remote work environment with flexible scheduling.
• Comprehensive benefits package (medical, dental, vision, 401(k), and more).
• A collaborative culture where your ideas are valued, and your growth is supported.

About Buffalo Americas, Inc.

Buffalo Americas, Inc., based in Austin, Texas, is a leading provider of innovative networking, storage, and multimedia solutions for homes, small businesses, and system integrators. With over 30 years of experience, our products are trusted worldwide for their quality, reliability, and performance.

To learn more, visit: www.buffalotech.com