Channel Sales Executive (Account Executive)

Primary Duties and Responsibilities

• In partnership with sales leadership, establish and execute short- and long-term channel sales strategy
• Sources new reseller and channel partnerships and expands relationships with existing partners to maximize revenue and growth objectives by cultivating relationships with key stakeholders and ensuring delivery of goods and services
• Establishs new avenues to achieve increased market share and revenue growth with existing resellers and channel partners
• Collaborates with stakeholders, including sales, product, marketing, and support services to meet partner performance objectives
• Provides 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
• Manages potential and realized channel conflict using 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 negotiates mutual performance objectives and milestones associated with the partner relationship
• Identifies, pursues, and closes upsell and cross-sell opportunities to meet key metrics
• Proactively conducts business reviews to ensure satisfaction with products and services and ensures continuous alignment of partner and company objectives
• Maintains accurate sales data and provides accurate and timely forecasting data
• Performs other duties as assigned

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
• 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

Qualifications

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