Channel Account Manager - CDW

GN Group Nashville , TN 37201

Posted 2 months ago

POSITION SUMMARY / OVERVIEW

As part of Jabra's North American channel first strategy, we are actively growing our channel sales team that supports CDW in the United States. We are looking for a dynamic, energetic and experienced Channel Account Manager who will be responsible for driving revenue growth across Jabra's audio and video collaboration portfolio throughout all CDW segments: Corporate, SMB, Education, Federal, State & Local Government and Healthcare. This includes building relationships with partner stakeholders, identifying market opportunities and growth areas within GN sales channels, as well as defining and executing sales plans and events to increase revenue. The Channel Account Manager - CDW will act as a liaison between the partner and internal cross-functional teams to achieve business and sales objectives. CDW experience (either direct or via a manufacturer) is preferred.

Key Responsibilities:

  • Work as a Jabra CDW Team to develop and execute joint partner business plans with the goal to meet and exceed the company's target growth and margin targets

  • Achieve/exceed established target revenues and gross margin and other key performance indicators

  • Review and understand market and industry factors to formulate appropriate business plan initiatives and accurate forecasts

  • Execute HQ or regional partner enablement initiatives, partner demand generation, account mapping, and other partner-facing initiatives to increase pipeline and close revenue

  • Support sales territory planning effort with Jabra end user Large Enterprise Account Managers (high touch team sales)

  • Implement product launch programs with specified channels; Drive the product placement and business management process within leading partner operations

  • Coordinate and support end-user focused channel marketing, inside and field sales activities

  • Become knowledgeable on all GN products and applications as related to products sold by channels in the territory/region. Ability to assist partner with creating and closing new opportunities particularly in SME and MM independently

  • Deliver product and sales training with the appropriate channel partners to develop sales opportunities

  • Identify and pursue new opportunities with CDW Account Managers

  • Maintain accurate and timely account records as needed for efficient account management

  • Inform management of issues and trends that may affect business outcome and success of the sales team

  • Perform other general partner tasks or duties:

  • Answer pre-sales inquiries from partners via email, phone and chat

  • Assist partners with leveraging our channel programs and promotions

  • Following up on CDW quotes and assist to help close business

  • Engage internal resources such as Jabra customer support to assist partner reps when needed

Education and Experience:

  • Bachelor's Degree or equivalent combination of education and experience

  • 3-5 years sales experience selling hardware or communication solutions to distributors, resellers, value added resellers, service providers or carriers

  • Proven ability to build new business and meet or exceed sales quotas

  • Strong relationship building with executive or management personnel (internal and external partners)

  • Experience with telecommunications/high tech products preferred

  • Must have experience in writing, successfully implementing and tracking a well-prepared sales plan

  • Strong aptitude to leverage technology and software tools to optimize performance

  • Successful group presentations experience is essential

Skills and Knowledge

  • Results oriented self-starter, energetic, determined to succeed, entrepreneurial individual placing primary focus on the departmental goals and objectives

  • Possesses excellent verbal and written communication skills, and works well with others in a team oriented environment

  • Is creative, logical, analytical and willing to try new approaches required by the company and the marketplace

  • Capable of determining the effectiveness of an approach and able to make the appropriate adjustment to achieve maximum results

  • Ability to partner and collaborate successfully with colleagues to achieve goals

  • Proficiency using customer contact software is required

  • Proficiency in Microsoft Office products required

Travel: Frequent travel (up to 75%) to partner locations will be required once travel returns to normal.

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Channel Account Manager - CDW

GN Group