Enterprise Account Manager – Channel Sales
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Job Description
Enterprise Account Manager focused on customer retention and growth through channel sales. Collaborating with partners to drive expansion across a portfolio of enterprise accounts.
Responsibilities:
- Own and grow a portfolio of enterprise customer accounts through renewals, expansion, upsell, and cross-sell opportunities.
- Develop and execute strategic account plans aligned with customer business objectives and technology initiatives.
- Build trusted relationships with executive sponsors, IT leadership, engineering teams, procurement stakeholders, and operational decision makers.
- Conduct business reviews, account planning sessions, and customer success discussions to identify growth opportunities and mitigate risk.
- Maintain accurate forecasting, pipeline management, and account activity within Salesforce.
- Develop and execute joint account plans with reseller partners, distributors, systems integrators, and managed service providers.
- Conduct customer-facing meetings, discovery sessions, presentations, and business reviews alongside channel partner sales teams.
- Build strong relationships with partner account managers, sales leaders, architects, and practice leaders to drive revenue growth.
- Drive partner engagement through account mapping, opportunity planning, pipeline reviews, and executive alignment activities.
- Position and sell the company’s full portfolio of solutions, including software, hardware, subscriptions, services, and emerging offerings.
Requirements:
- Bachelor’s degree or equivalent professional experience.
- 5+ years of enterprise account management, strategic account management, or enterprise technology sales experience.
- 3+ years of experience working within a channel sales ecosystem involving resellers, distributors, systems integrators, managed service providers, or strategic partners.
- Proven success developing and executing joint account plans with channel partners.
- Demonstrated success identifying and executing cross-sell, upsell, and expansion opportunities within enterprise accounts through joint account planning, customer engagement, and sales teaming with channel partner sales teams, distributors, and systems integrators.
- Proven ability to manage complex enterprise sales cycles involving multiple stakeholders across customer, partner, and internal organizations.
- Consistent history of achieving or exceeding revenue, retention, and growth targets.
- Experience utilizing Salesforce or similar CRM platforms.
- Strong presentation, communication, negotiation, and executive relationship-building skills.
- Ability to travel as required to support customer and partner engagements.
- Experience working for a technology vendor, OEM, or software company serving enterprise customers.
Benefits:
- comprehensive medical, dental, and vision coverage
- life and disability benefits
- Flexible Spending Accounts (FSAs)
- 401(k) with company match
- Employee Stock Purchase Plan
- Flexible Time Off
- Volunteer Time Off
- paid holidays
- family building and caregiving support
- generous Family Care and Parental leave
- Fitness Reimbursement
- access to wellness programs
- Employee Resource Groups
- company-sponsored events
- professional growth opportunities through educational support, mentorship programs, and career development resources.
- employee engagement programs and recognition awards
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