Senior Channel Account Manager
The Channel Account Manager is responsible for achieving sales, profitability, and partner recruitment objectives as part of the NinjaRMM reseller program. Duties of the Channel Account Manager will include onboarding, training, mentoring, and motivating channel partners; monitoring and growing reseller-derived revenue through partner marketing and sales programs; and ensuring channel excellence through conflict management and contract, agreement, and process adherence.
This is a strategic role and the first of its kind, which will contribute significantly to the design and expansion of our reseller program. This individual will have a measurable track record of success selling and promoting IT solutions through enterprise VARs, Resellers, Distributors, and Systems Integrators.
Excellent relationship building skills are essential. Prior channel experience is required.
· Partner Management
o Develop excellent relationships with key personnel, identify potential new champions, and improve Ninja’s reputation across assigned partner accounts
o Provide regular product and feature updates and trainings to partners to drive new revenue
o Proactively identify and resolve partner-related issues and sales conflicts in a timely fashion
o Ensure partner compliance with partner agreements
o Coordinates the involvement of company personnel, including support, sales, marketing, and management resources in order to meet partner performance objectives and partners’ expectations.
· Partner Sales
o Achieve monthly, quarterly, and annual sales goals through partners; the ability to develop a pipeline and close business through solution selling is crucial
o Develop long-term successful sales, marketing, and account management strategies for your partners and your book of business
o Manages potential channel conflict with other sales channels
o Develop and review sales proposals with partners.
o Qualify and manage partner submitted leads
o Act as a resource to resellers in contract opportunities and proposals
o Participate in ad-hoc sales campaigns and programs to help create new prospects/opportunities
· Partner Recruitment and Onboarding
o Actively prospect for and recruit new reseller partners
o Lead the NinjaRMM partner onboarding process
o Provide hands-on product training to partners
o Become actively involved in a new reseller’s sales training programs
· Program Development Strategy
o Effectively communicate important issues or potential problems to appropriate management or team members
o Identify and communicate channel-specific product challenges and needs to management
o Proactively assess, clarify, and validates partner needs on an ongoing basis.
o Maintain knowledge of market conditions and competitive activities
· Consistently a top producer with 5-10 years of experience in a channel sales role; experience with SaaS-based IT management platforms preferred
· Strong commitment to customer success and operating with utmost integrity
· Experience building partner relationships across company management, sales leadership, and field sales functions
· Experience generating 3x to 4x pipelines for B2B sales deals
· Experience using consultative sales skills
· Strong ability to take responsibility for your successes and failures; no excuses.
You can learn more about our company on our website www.ninjarmm.com.