The role of the Channel Account Executive is integral to the success of the Channel Department in maintaining, and expanding upon relationships with assigned channel partners.
Assigned to channel partners based on geography, product, or market, the Channel Account Executive is responsible for achieving objectives in sales, profitability and growth.
The Channel Account Executive represents a select range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.
The Channel Account Executive reports directly to the Channel Management Team.
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Assists Channel Management Team in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Sells through partner organisations to end users in coordination with partner sales resources.
Coordinates the involvement of company personnel, including support, service, technical and management resources, in order to meet partner performance objectives and partners’ expectations.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
Ensures partner compliance with partner agreements.
Drives adoption of company programs among assigned partners.
Accountabilities & Performance Measures:
Achieves assigned individual sales and overall team targets.
Meets assigned expectations for profitability.
Completes partner account plans that meet company standards.
Maintains high partner satisfaction ratings that meet company standards.
Completes required training and development objectives within the assigned time frame.
Reports directly to the Channel Management Team.
Enlists the support of sales specialists, purchasing resources, technical resources, implementation/project management resources, service resources, and other management resources as needed.
Closely coordinates company involvement with partner and end-user customer management as appropriate.
Works closely with Customer Service and Support Representatives to ensure customer satisfaction and problem resolution.