Channel Account Manager
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Job Description
Channel Account Manager growing reseller and distribution sales for LocknCharge device solutions and ForwardPass smart lockers. Building partner pipeline, training sellers and driving profitable North American growth.
Responsibilities:
- Grow sales through North American reseller and distribution partners for LocknCharge and ForwardPass
- Develop and execute account plans for priority partners, including CDW, Dell, Insight, SHI and Zones
- Build relationships with partner leadership, category and vendor managers, field sellers, technical specialists and vertical teams
- Increase partner seller engagement and identify opportunities
- Expand coverage beyond K12 into Higher Education and relevant commercial teams
- Identify coverage gaps and recommend new partners
- Coordinate reseller and distribution coverage, visits, training and follow-up
- Maintain shared partner plans and improve partner reach, product availability and sales execution
- Deliver training on products, customer use cases, qualification questions and competitive positioning
- Collaborate with Marketing on partner campaigns, events and follow-up
- Maintain accurate partner listings, content, sales tools and program information
- Bring customer and partner feedback into Sales, Marketing and Product
- Generate partner-sourced opportunities and connect them with appropriate internal owners
- Support customer meetings, discovery, demonstrations and proposals with account executives and technical resources
- Track partner activity, pipeline and sales performance in Salesforce
- Run regular partner reviews covering results, opportunities, obstacles and next actions
- Ensure introductions and handoffs have a named owner, clear context and agreed next step
- Work within approved pricing, discount, deal registration and commission rules
- Resolve channel conflicts and escalate exceptions
- Assess partner programs, campaigns and events against cost and commercial return
- Focus on profitable growth and measurable results
- Work on a planned 50/50 allocation between LocknCharge and ForwardPass with one shared plan
- Travel approximately 30–50%, including partner visits, events and Madison office visits
- Participate in approximately monthly video calls with colleagues in Australia, including some early-morning or evening US availability
Requirements:
- Must be based in WI, CA, TX, IL or FL
- Applicants must be authorised to work in the United States
- Visa sponsorship is not available for this role
- Proven record of growing business through national IT resellers, VARs or distribution partners
- Experience getting partner sellers actively engaged and progressing opportunities
- Understanding of K12 and Higher Education purchasing, with ability to develop commercial reseller opportunities
- Ability to explain technical products through customer problems, workflows and business value
- Sound judgement around pricing, margin, channel conflict and partner investment
- Strong account planning, communication and follow-through
- Confidence using Salesforce to manage partner activity, pipeline and reporting
- Ability to work independently, travel regularly and collaborate across time zones
- Existing relationships within CDW, Dell, Insight, SHI, Zones or relevant distribution partners would be valuable
- Experience with hardware combined with software or services, device lifecycle management, MSPs or enterprise IT workflows would be useful
- Relevant results and experience is more desirable than a particular degree or fixed number of years in the industry
Benefits:
- Employer-supported healthcare coverage
- Approved business travel and related expenses covered according to company policy
- Variable compensation subject to the applicable incentive plan
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