Channel Sales Executive (Account Executive)

Job Summary

The Channel Sales Executive is responsible for driving revenue through our partners. This role will build, enable, and scale channel relationships to generate measurable revenue by achieving sales, revenue, and growth objectives.

Primary Duties and Responsibilities

• In partnership with sales leadership, establish and execute short- and long-term channel sales strategy
• SOURCE new reseller and channel partnerships and expand relationships with existing reseller and channel partners to maximize revenue and growth objectives by cultivating position relationships with key stakeholders and ensuring delivery of goods and services
• Establish new avenues to achieve increased market share and revenue growth with existing resellers and channel partners
• Collaborate with stakeholders, including sales, product, marketing, and support services, to meet partner performance objectives
• Provide feedback to key internal stakeholders, including marketing, development, and support services, to protect and/or enhance the value proposition to ensure stability to partner relationships
• Manage potential and realized channel conflict utilizing excellent communication and collaboration skills, both internally and externally, through adherence to expected rules of engagement and demonstrated mutual respect when navigating areas of conflict
• Collaboratively negotiate mutual performance objectives and milestones associated with the partner relationship
• Identify, pursue, and close upsell and cross-sell opportunities to meet key metrics
• Proactively conduct business reviews to ensure satisfaction with products and services and ensure continuous alignment of partner and company objectives
• Maintain accurate sales data and provide accurate and timely forecasting data

Additional Responsibilities

• Performs other duties as assigned
• Ability to travel up to 20% of the time as needed

Critical Competencies

• Ownership & Accountability - Demonstrates strong ownership of pipeline, opportunities, and results. Sets goals, drives execution, and follows through to closure.
• Emotional Intelligence - Builds trust and credibility with prospects and clients. Navigates conversations with professionalism, diplomacy, and business acumen.
• Customer-Centric - Understands client objectives and aligns solutions to deliver measurable value.
• Influencing Others – Persuasive and engaging, gains support of others for ideas, proposals, and solutions to take action and achieve the desired business outcomes

The Individual

• Strong negotiation, relationship building, and executive communication skills
• Demonstrated experience managing and achieving aggressive sales targets
• Ability to navigate technical conversations with sales and technical teams
• CRM-driven with strong forecasting and pipeline management skills
• A minimum of 5 years of experience in sales channel sales, partner sales, or business development

Qualifications

• A minimum of 5 years of experience in sales channel sales, partner sales, or business development