Enterprise Account Manager – Channel Sales

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.

Certifications & Qualifications

• Bachelor's degree