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Role Description

The Channel Account Manager will drive growth and strengthen relationships within the managed VAR channel, focusing on commercial and K-12 education segments. This role combines strategic account management, business development, and cross-functional collaboration to expand partner engagement and sales penetration. You will serve as the primary liaison for assigned reseller partners, supporting them with go-to-market strategies, training, and sales initiatives. The role offers a mix of remote work with regular travel to partner locations and events, providing opportunities to make a direct impact on revenue growth while building long-term partner relationships. Strong analytical skills and an ability to influence at all organizational levels are key to success in this dynamic, fast-paced environment.

• Develop and execute go-to-market strategies in partnership with commercial sales, distribution, product management, and marketing teams.
• Identify new sales opportunities and expand business within assigned VAR partners, particularly in the K-12 education segment.
• Build and maintain strong relationships across all levels of assigned accounts to drive unit and revenue growth.
• Maintain communication regarding products, programs, offers, and promotions to partners and end-customers.
• Conduct on-site presentations, lead partner training sessions, and support regional trade shows as needed.
• Provide regular reporting on pipeline, partner activity, and market insights to internal stakeholders.
• Analyze end-customer demand and market trends to optimize partner engagement and growth strategies.

Qualifications

• 5+ years of outside sales experience in IT hardware, software, or services, with named account relationships.
• Knowledge of indirect commercial sales, reseller channels, and customer acquisition processes.
• Experience selling into the K-12 education market through channel partners.
• Strong presentation, communication, and negotiation skills, with the ability to influence stakeholders at all levels.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook, Teams).
• Self-directed, highly organized, and able to manage multiple priorities in a remote environment.
• Familiarity with industry trends, competition, customer buying patterns, and marketing techniques.
• Preferred: Hunter mentality, leadership experience, business plan development, quota achievement, and technical knowledge in IT hardware/computer environments.

Benefits

• Competitive compensation with performance bonuses.
• Comprehensive medical, dental, and vision coverage.
• Life insurance and AD&D coverage.
• Paid time off and flexible work arrangements.
• 401(k) retirement plan with company contributions.
• Travel and professional development opportunities to support career growth.

Company Description