Manager, Channel Account Sales

Brother International Corp; Bridgewater (MA); Remote; USD 100,000 - 120,000; Full time

Job summary

A leading company in home and office equipment is seeking a Manager for Channel Account Sales to drive growth strategies with top reseller partners. This role involves developing sales strategies, managing key relationships, and ensuring effective engagement between the company and its partners. The ideal candidate will have extensive experience in technology sales and a proven ability to foster strong partnerships.

Benefits

Healthcare and wellness coverage

401K with company match

Tuition reimbursement

Flexible work arrangements

Qualifications

• Minimum 8 years of technology sales experience.
• Experience selling IT solutions to channel partners.
• Strong communication and interpersonal skills.

Responsibilities

• Develop sales strategies and business plans with channel partners.
• Manage relationships and drive engagement with reseller partners.
• Identify and onboard new strategic resellers.

Skills

Communication

Interpersonal Skills

Sales Strategy Development

Relationship Management

Education

Bachelor's Degree in Business Administration or Marketing

Job description

The Company at a Glance

Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, our brand is renowned for producing award-winning printers, sewing machines, P-touch labelers, and more.

Brother International Corporation (BIC) was established in 1954, marking over 70 years of operations in the United States. Our Americas headquarters is located in Bridgewater, New Jersey. BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), which was founded in 1908 in Nagoya, Japan, and operates in more than 30 countries worldwide. Brother’s Americas presence includes subsidiaries in Canada, Mexico, Brazil, Argentina, Chile, and Peru.

Why Work at Brother?

Brother has consistently been recognized as a best place to work, reflecting our commitment to fostering a workplace culture aligned with our core values of being inclusive, collaborative, customer centric, and socially responsible. We value work-life balance and flexibility, and as a result have introduced policies such as our hybrid office schedule, casual dress code, and flexible Fridays, which allow us to wrap up meetings for dedicated focus time or to start our weekends sooner, year-round. Our commitment to employee growth and development is demonstrated through our offering of facilitated courses and certificate programs and our investment in resources that enable self-paced learning.

The Manager, Channel Account Sales (CAM) leads BMS (Brother Mobile Solutions) growth strategies

with assigned top reseller partners and/or assigned territory in the U.S. This role develops and manages

sales strategies to drive profitable growth with these partners. This role manages key relationships, new

business development, sales and drives a consistent engagement strategy between BMS and these

selected group of partners. The CAM also trains, gives presentations, and maintains the integrity of

partner programs.

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WHAT YOU’LL DO
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Account Management:

• Develop a sales strategy and business plans with channel partners, with the goal of achieving established revenue goals
• Develop strong relationships with key channel contacts and leverage to BMS’ advantage
• Execute new product/ solution launches within channel and deliver high impact sales presentations and product training
• Manage or influence the account reps supporting the channel and drive joint sales calls to end-user customers
• Maintain BMS NEXT Partner Program for assigned resellers and enforce its rules
• Assign deal registrations
• Coordinate with BMS Marketing to execute incentives, promotions & strategies to drive growth at the reseller level
• Maintain presence and onsite availability at reseller accounts
• Attend industry events showcasing the BMS Portfolio
• Facilitate executive level meetings and quarterly business reviews
• Maintain weekly and monthly reporting for assigned resellers and communicate to results and trends to management
• Provide market intelligence to BMS

New Business Development:

• Identify, recruit, and develop strategic new resellers and Independent Software Vendors (ISV) Partners
• Onboard these partners into The NEXT Partner Program
• Uncover new business opportunities with new and existing partners
• Attend industry and partner events for sales and learning opportunities

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ABOUT OUR IDEAL CANDIDATE
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Education

• Bachelor's Degree (or equivalent experience) in Business Administration , Marketing or other related business degrees

Experience

• Minimum 8 years a combination of experience spanning the following areas:
  • Technology Sales Experience
  • Selling IT Solutions to Channel Partners
  • Sales experience in Automatic Identification and Data Capture (AIDC) or Mobility space
• Minimum 4 years of Technology Sales Experience- Consumer Facing - Preferred

Other Skills, Knowledge, & Abilities

• Excellent Communication and Interpersonal Skills
• Ability to manage multiple tasks at one time and consistent follow through
• Ability to navigate a complex environment & drive results

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ADDITIONAL DETAILS FOR THIS ROLE
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• The salary (or hiring) range for this position is $ 100,000 - $ 120,000 per year
• Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity, location, and alignment with market data
• This position is eligible to participate in the relevant Brother variable pay incentive plan(s). Applicable bonus awards are discretionary and contingent upon 1) achievement of your individual objectives and 2) Brother achieving its corporate and business-level objectives
• Benefits include, but are not limited to, healthcare and wellness coverage, life and disability insurance, 401K, tuition reimbursement, and Paid Time Off. Details are available athttps://mybenefits.nfp.com/Brother/2025/guidebook/
• #LI-Remote

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WHAT WE OFFER OUR EMPLOYEES
***

At Brother USA, we believe in investing in our employees and providing them with an environment that fosters growth, creativity, and a healthy work-life balance. Here are some of the benefits of working with us:

• Competitive Compensation:We offer a competitive salary and bonus program to reward your hard work and dedication
• Comprehensive Benefits:Our benefits package includes health, dental, and vision insurance, as well as a 401(k) plan with company match
• Professional Development:We're committed to helping you grow in your career with opportunities for training and development
• Work-Life Balance:We support your well-being with flexible work arrangements and a focus on work-life balance
• Employee Engagement:Join a team that values your contributions and celebrates success together

Learn more about our benefits:https://careers.brother-usa.com/benefits

Learn more about life at Brother:https://careers.brother-usa.com/lifeatbrother

Benefits

We offer a comprehensive benefits package with diverse plan options to meet your family’s needs, including health, vision, and dental insurance—all effective from day one of employment.Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately.Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs.To learn more, visit our benefits page:https://careers.brother-usa.com/benefits

Our Mission, Vision, & Culture

Our mission is to live our “at your side” promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed. To learn more about our culture drivers and company culture, visit:https://careers.brother-usa.com/ourculture

About Where We Work

Brother’s corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always “at your side” for our customers.

Links to Learn More

To hear more about our business and culture, visit these helpful links:

• Brother’s Product Categories:
  https://careers.brother-usa.com/our-products

• Diversity, Equity, and Inclusion (DEI) and Employee Resource Groups (ERGs):
  https://careers.brother-usa.com/employee-resource-groups-diversity

• Corporate Social Responsibility:
  https://careers.brother-usa.com/our-corporate-social-responsibility-sustainability

• Work-Life and Flexibility:
  https://careers.brother-usa.com/lifeatbrother

• Growth and Development:
  https://careers.brother-usa.com/career-development

• Follow us on LinkedIn:
  https://www.linkedin.com/company/brother-usa/

Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application or any other aspect of the application or interview process, a reasonable accommodation will be made upon request.