About the position
Job Purpose:
The Channel Account Manager is responsible for developing and implementing a channel strategy to drive sales and revenue growth. This role involves identifying potential channel partners, building strong relationships, ensuring alignment with overall business goals, and supporting partners to achieve sales targets. The Channel Account Manager will also be responsible for negotiating contracts, providing training, analyzing sales data, and collaborating with internal teams to ensure the success of the channel strategy.
Key responsibilities and duties
Channel Strategy & Business Development
- Develop and execute a comprehensive channel strategy to increase sales, revenue and track market share.
- Analyse the Channel Partner’s go-to-market strategy and define the tier 1 and tier 2 products in a matrix.
- Identify, onboard, and manage channel partners to expand market reach.
- Build and maintain strong relationships with channel partners, vendors and all EXN stakeholders.
- Understanding the organogram in the Partners and building relationships across all stakeholders.
- Support partners holistically in the sales process. (From quoting to implementation and renewals)
- Monitor partner performance and implement improvement strategies as needed.
- Negotiate pricing, and terms with partners.
- Provide quarterly feedback on market trends and competitor activities.
- Analyze sales data and performance tracking to monitor progress and identify opportunities, presented back in the Quarterly QBRs.
- 10% accuracy on weekly forecasting.
- Attend all Sales and cadence meetings.
Partner & Vendor Management
- Act as the primary liaison between vendors and internal teams. Address vendor and partner inquiries.
- Execute marketing initiatives from both internal, partner and vendor perspectives.
- Conduct vendor and partner relationship meetings.
- Understand vendor programs, incentives, and discounts.
- Support business renewals and new business opportunities.
- Advocate for partners internally and communicate their needs to the product management teams.
Sales & Training Enablement
- Guide the internal teams (IAMs) to handle customer specific requirements (quoting etc)
- Provide ongoing product update sessions for partners, both sales and technical.
- Conduct executive presentations for partners end customers.
- Train new and existing partners in the company's products and services.
- Conduct workshops and webinars to improve partner knowledge and sales performance.
- Provide training and ongoing support to partners.
- Support Partners with Pre and Post Sale requirements.
Business Growth & Forecasting
- Utilise SAGE, Canvas and the CRM tool to maintain accuracy and updates on pipeline management.
Marketing & Demand Generation
- Organize joint marketing initiatives and promotional campaigns with partners.
- Participate in marketing and demand-generation activities.
- Ensure follow up and execution is done on all marketing activities.
Quote Management & Pricing
- Ensure all quotes are received timeously
- Check EXN quotes against Vendor quotes
- Ensure logistic costs are included on the quotes
- Maintain accurate pricing records, including discounts and incentives.
- Track product renewals and ensure an 80% closing ratio is achieved.
- Facilitate deal registrations on all relevant deals.
- Check credit status of Partners to ensure payment on deals.
Product Lifecycle & Market Analysis
- Stay updated on cybersecurity industry trends, competitor offerings, and market demands.
- Work closely with sales and engineering teams to align on product strategy.
Operational & Administrative Responsibilities
- Cold call partners who have become inactive.
- Schedule and conduct meetings to maintain and strengthen partner relationships.
- Regularly check in with managed partners (weekly), strategic partners (biweekly), and sales tails (monthly).
- Minute every meeting with timeframes against all executable tasks.
- Deliver sales presentations, proposals, and negotiate where necessary.
- Overcome objections and close deals.
- Sign up new partners and verify their credit status.
- Update CRM with partner interactions and sales progress.
Compliance & HR Compliance
- Ensure compliance with contracts, pricing agreements, and company policies.
- Ensure compliance with import-export controls and logistics operations.
Requirements
Education required
- Degree/Diploma in Business, Sales, Marketing, or a related field.
- Proven experience in channel sales, account management, or business development.
Experience needed
- 2+ years of experience in channel sales, account management, or business development role in a similar industry.
- Proven track record of managing and growing channel partnerships.
Job related skills needed
- Sales and revenue growth strategies
- Partner relationship management
- Computer skills – proficient in Power Point and Excel
- Commercial acumen.
- Presentation skills.
- Technical acumen – understanding of IT and Cyber security
- Experiencing in working with CRM and sales pipeline management
Soft skills needed
- Strategic thinking and problem-solving
- Strong interpersonal and communication skills
- Proactive and self-motivated approach
- Negotiation and persuasion abilities
- Adaptability and resilience in a dynamic market
- Team collaboration and cross-functional engagement
- Time management and prioritization
- Customer-centric approach and service mindset
Key Competencies and expectations
- Strong knowledge of sales strategies, partner management, and business growth tactics.
- Excellent negotiation and relationship-building skills.
- Ability to analyze market trends and adapt strategies accordingly.
- Strong presentation and communication skills.
- Experience working with CRM systems and sales forecasting tools.
- Ability to work collaboratively across departments to drive channel success.
- Strong problem-solving skills and a proactive approach to challenges.
Reporting structure: Country Manager
- Work Hours: From 8am to 5pm
- Environment: Office-based, remote, or Require travel from time to time.
- Physical Requirements: Mix between desk bound and travel due to visiting Partners.
Additional Information
- May require occasional overtime.
- Periodic training or certifications might be needed.
Job Purpose:
The Channel Account Manager is responsible for developing and implementing a channel strategy to drive sales and revenue growth. This role involves identifying potential channel partners, building strong relationships, ensuring alignment with overall business goals, and supporting partners to achieve sales targets. The Channel Account Manager will also be responsible for negotiating contracts, providing training, analyzing sales data, and collaborating with internal teams to ensure the success of the channel strategy.
Key responsibilities and duties
Channel Strategy & Business Development
- Develop and execute a comprehensive channel strategy to increase sales, revenue and track market share.
- Analyse the Channel Partner’s go-to-market strategy and define the tier 1 and tier 2 products in a matrix.
- Identify, onboard, and manage channel partners to expand market reach.
- Build and maintain strong relationships with channel partners, vendors and all EXN stakeholders.
- Understanding the organogram in the Partners and building relationships across all stakeholders.
- Support partners holistically in the sales process. (From quoting to implementation and renewals)
- Monitor partner performance and implement improvement strategies as needed.
- Negotiate pricing, and terms with partners.
- Provide quarterly feedback on market trends and competitor activities.
- Analyze sales data and performance tracking to monitor progress and identify opportunities, presented back in the Quarterly QBRs.
- 10% accuracy on weekly forecasting.
- Attend all Sales and cadence meetings.
Partner & Vendor Management
- Act as the primary liaison between vendors and internal teams. Address vendor and partner inquiries.
- Execute marketing initiatives from both internal, partner and vendor perspectives.
- Conduct vendor and partner relationship meetings.
- Understand vendor programs, incentives, and discounts.
- Support business renewals and new business opportunities.
- Advocate for partners internally and communicate their needs to the product management teams.
Sales & Training Enablement
- Guide the internal teams (IAMs) to handle customer specific requirements (quoting etc)
- Provide ongoing product update sessions for partners, both sales and technical.
- Conduct executive presentations for partners end customers.
- Train new and existing partners in the company's products and services.
- Conduct workshops and webinars to improve partner knowledge and sales performance.
- Provide training and ongoing support to partners.
- Support Partners with Pre and Post Sale requirements.
Business Growth & Forecasting
- Utilise SAGE, Canvas and the CRM tool to maintain accuracy and updates on pipeline management.
Marketing & Demand Generation
- Organize joint marketing initiatives and promotional campaigns with partners.
- Participate in marketing and demand-generation activities.
- Ensure follow up and execution is done on all marketing activities.
Quote Management & Pricing
- Ensure all quotes are received timeously
- Check EXN quotes against Vendor quotes
- Ensure logistic costs are included on the quotes
- Maintain accurate pricing records, including discounts and incentives.
- Track product renewals and ensure an 80% closing ratio is achieved.
- Facilitate deal registrations on all relevant deals.
- Check credit status of Partners to ensure payment on deals.
Product Lifecycle & Market Analysis
- Stay updated on cybersecurity industry trends, competitor offerings, and market demands.
- Work closely with sales and engineering teams to align on product strategy.
Operational & Administrative Responsibilities
- Cold call partners who have become inactive.
- Schedule and conduct meetings to maintain and strengthen partner relationships.
