Channel Account Manager (Technology Focus)

Position Summary The Channel Account Manager (CAM) role is responsible for leveraging current relationships, creating new partnerships, and driving incremental revenues in support of the Sales function of the business.

By leveraging your current book of business, building/maintaining relationships with partners, developing and executing account plans and strategies while pursuing new sales opportunities, you will work together with Channel Partners and their Enterprise Level Accounts to develop a qualified opportunity pipeline and close the required business to meet and exceed your annual business plan by selling HWN’s full portfolio of products and solutions.

Channel Account Managers (CAMs) bring a minimum of 7 years of successful sales experience selling technical services to the Channel and/or Enterprise Level Accounts and will work closely with Channel Partners/Customers to build positive and relevant working relationships to maximize sales.

A strong understanding of services supporting networking, infrastructure cabling, voice, wireless and other technical offerings is critical, and proven success in selling to the Channel supporting their direct End Users and selling to Enterprise level accounts is expected.

CAMs are expected to establish and maintain productive, long-term relationships with Channel Partners/Customers throughout their organizations, including Executive Management.

Successfully leveraging these relationships, the CAM is also expected to identify and recruit new accounts for sales growth.

The CAM works with Partner Reps and Solution Architects to understand their prospect’s business needs, issues, strategies, and priorities to deliver valuable solutions leveraging HWN’s broad portfolio of offerings.

Business development: The CAM is expected to develop and maintain a sales pipeline of qualified opportunities valued at 3 times their assigned annual quota.

Pipeline must be maintained and updated on a weekly basis in the company’s CRM application to accurately represent the current state of their business.

CAMs will work together with identified resources to develop responses to RFPs, RFQs and scope requests.

You will identify key trends/customer needs, leverage industry knowledge, and utilize consultative skills to close sales for assigned accounts in accordance with company policy.

CAMs are required to develop strategic initiatives to grow/retain the revenue stream of assigned accounts/projects.

Finally, CAMS must adhere to our company’s Core Values.

Essential Functions Develop Sales plans to meet and exceed assigned sales and service objectives Build and maintain network of colleagues and customers to share information and obtain prospects Proactively recruit new qualifying partners Be prepared to support resolution of customer disputes and accounts receivables discrepancies Take initiative/accountability for producing desired results Establish/maintain productive long-term networks/relationships with customers Observe and or participate in presenting products, services and solutions that can benefit customers’ needs Responsibilities include development of sales and service execution activities that may include direction on role-play and mentoring, customization and delivery of channel sales, marketing, etc.

Attend and actively participate at Sales/Marketing events Analyze channel business reports for trending results and advise sales channel on corrective measures Responsible for designing action plans to reduce customer churn and improve customer experience Use HWN tools and systems to successfully identify and manage the sales process from initial opportunity identification to closure Technical understanding of service solutions related to networking, infrastructure cabling, voice, wireless and other technical offerings Strong interpersonal, communication and presentation skills is expected Ability to Client and qualify opportunities; identify risk; and work closely with company personnel including service, solution architects, project management and management resources to secure the project with a solution that will meet partner performance objectives and partners’ expectations Creative and organized with attention to detail Ability to work independently Required Qualifications 7-10 years of proven successful experience as a Channel Account Executive or similar role, preferably in the IT services industry Technical and consultative sales experience Technical understanding of project deployment specific to hardware, cabling, and IT installations Strong business knowledge Understands the financial aspect of business finance Knowledge and understanding of marketing into the Channel and Enterprise Accounts Strong presentation skills Excellent verbal and written communication skills Strong organizational skills and attention to detail PC proficiency Preferred Skills Four-year college degree from an accredited institution Additional Notes The above is general description of the position, it does not preclude duties and responsibilities that may be assigned or re-assigned to the position at any time.

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