Channel Account Manager

Why Work for i-PRO

i-PRO became independent from Panasonic in October 2019. We strive to capture moments of underlying truth to better support the decisions of those professionals who protect and save lives, providing a safer and more peaceful world. Every day, we work hard to deliver new value to society, and we are working together to solve our customers' problems. Our employees describe our culture as that of an entrepreneurial mature start up, family oriented, and value-driven organization where people get to grow professionally along with the company. We look for people who are BOLD, TRUSTED, FLEXIBLE, have a high sense of urgency for results, and hold themselves to a high level of accountability. If this sounds like you, i-PRO is for you! 

Purpose of the Job

The Channel Account Manager is primarily responsible for driving revenue growth by developing and managing Silver, Gold, and some Diamond-tier reseller partnerships. This role builds strong business relationships, delivers solution demonstrations to account owned channel partners, and analyzes data trends to grow the sales pipeline and named accounts. Through collaboration with internal teams, the Channel Account Manager ensures the success of all channel partners, accurate reporting, and territory development.

Key Responsibilities

1. Build strong business relationships with new and existing channel partners through proactive engagement to identify key opportunities and develop sales pipeline.
2. Develop and manage Silver, Gold and some Diamond channel partner accounts for year over year revenue growth.
3. Solution demonstrations and reseller partner business review meetings via webinar to influence opportunity development and progression.
4. Regularly report on partner achievements and channel metrics.
5. Upsell and cross-sell to channel partners by maintaining expertise in our products and services.
6. Onboard, support, and develop reseller partners while ensuring the fulfillment of customer requests through collaboration with the appropriate internal teams.
7. Coordinate physical security system design with Sales Operations and Engineering.
8. Develop account strategies and identify data trends.

Education & Experiences

• BA or BS, Business Administration preferred.
• 2 to 3 years of sales experience, with a preference for technology sales.

Competencies, Skills & Knowledge

• Able to administer and control pricing and discounts.
• Strong verbal and written communications skills.
• Excellent interpersonal and customer service skills.
• Familiarity with Salesforce or similar CRM systems.
• Comfortable with pipeline development and maintenance.
• Strong technical computer application skills including Microsoft office 365 suite.
• Strong time management ability.
• Strong analytical and problem-solving skills.
• Ability to recognize and prioritize tasks.
• Ability to operate in a high intensity sales environment with monthly quotas and KPIs.
• Ability to operate independently without close supervision.