Channel Account Manager - SHI

Jabra; United States; Remote; USD 116,000 - 174,000; Full time

Job summary

A leading company in audio and video technology is seeking a strategic Channel Account Manager to enhance the relationship with a national reseller. The role focuses on driving revenue growth, developing partnerships, and executing marketing initiatives. Ideal candidates will have extensive channel sales experience, strong negotiation skills, and the ability to effectively collaborate across teams.

Benefits

Annual bonuses

Health insurance

401(k) plan

Paid vacation and holidays

Qualifications

• 5+ years of experience in channel sales, preferably in the UC or IT hardware/software industry.
• Proven success managing large, complex national partners or resellers.
• Results-oriented with a track record of meeting or exceeding revenue targets.

Responsibilities

• Serve as primary point of contact for SHI; develop strategic business plan to grow revenue.
• Drive partner training and sales enablement efforts.
• Build and manage a robust sales pipeline through collaboration.

Skills

Sales Acumen

Partner Development

Collaboration

Presentation Skills

Communication Skills

Negotiation Skills

Education

Bachelor’s degree in Business, Marketing, or related field

MBA

Job description

Position Overview:

Jabra is seeking a highly driven and strategic Channel Account Manager to own and grow the relationship with SHI, one of Jabra’s most strategic national reseller partners. The ideal candidate will be responsible for building executive relationships, driving revenue growth across Jabra’s audio and video product portfolio, and ensuring SHI is aligned with Jabra’s go-to-market strategy. This role will require strong sales acumen, partner development skills, and the ability to collaborate cross-functionally within Jabra and SHI.

Key Responsibilities:

• Account Ownership: Serve as the primary point of contact for all things SHI; develop and execute a strategic business plan to grow revenue and share.
• Sales Enablement: Drive partner training, certification, and sales enablement efforts to increase SHI’s capability and confidence in selling Jabra solutions.
• Pipeline Development: Build and manage a robust sales pipeline through collaboration with SHI account teams, inside sales, and category managers.
• Joint Marketing and MDF Execution: Lead joint marketing initiatives and ensure effective use of Jabra’s MDF to drive brand awareness and demand generation.
• Forecasting & Reporting: Maintain visibility into sales performance, reporting on KPIs including revenue, pipeline, and partner engagement.
• Executive Engagement: Cultivate relationships with SHI leadership to align business goals and gain executive sponsorship for growth initiatives.
• Collaboration: Work closely with Jabra’s internal stakeholders including Distribution, Marketing and Sales Leadership to ensure SHI’s success.
• Territory Alignment: Support SHI’s field sales efforts by aligning with Jabra’s end user teams.

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field; MBA a plus.
• 5+ years of experience in channel sales, preferably in the UC or IT hardware/software industry.
• Proven success managing large, complex national partners or resellers.
• Deep understanding of SHI’s business model and sales structure is strongly preferred.
• Strong presentation, communication, and negotiation skills.
• Results-oriented with a track record of meeting or exceeding revenue targets.
• Ability to travel ~25% of the time.
• Preferred candidates will live in the Austin, TX or Northern NJ area.

Depending on your work location, the compensation for this position can range from $116,250 to $173,600, representing a combination of base salary and earned commissions for sales performance, with an opportunity to overachieve on sales incentives up to 200%. Compensation for roles at GN depend on a wide array of factors including but not limited to location, role, skill set, and level of experience. To remain competitive, GN offers a competitive benefits package, including annual bonuses, health insurance, a 401(k) plan, and paid vacation and holidays.