Senior Channel Account Manager (Direct Hire/Remote)

Remote

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Job Type

Full-time

Description

ABOUT US

At Connectria, LLC, we provide award-winning Cloud Computing and Managed Hosting from our world-class data centers in North America to more than 1,000 customers in 30+ countries throughout the world, and we help customers run their systems securely in Amazon’s AWS cloud and Microsoft’s Azure cloud.

For over twenty years, Connectria’s ‘No Jerks Allowed’ philosophy has been the foundation of our culture. We are a company that believes in promoting from within and take an employee-first approach. Due to these practices, Connectria has won St. Louis Post-Dispatch Best Places to Work 9 times, Computerworld Best Places to Work in IT 9 times, HIRE Vets Medallion Award 2 times and The Nation’s Best and Brightest in Wellness Award.

If you are looking for your next career opportunity and enjoy working in a fast-paced and growing business environment and want to be on a team with a “No Jerks Allowed” company philosophy that treats everyone with respect in a fun and supportive work environment, Connectria has an exciting opportunity for you!

Position Profile:

As a Channel Account Manager, you will play a pivotal role in expanding our market presence and revenue through the selection, onboarding, and management of resell and referral partners. You will be responsible for the development and execution of effective growth strategies with named partners and will work with an assigned sales and technical support team to drive an effective co-sell and customer support motion. The successful candidate will have a proven track record in building, managing, and growing successful partner relationships within an ecosystem comprised of VARs, SIs, GSIs and MSPs. Experience with IBM Power Systems and Amazon Web Services is a significate plus.

Key Responsibilities:

Partner Enablement:

• Build executive relationships with named accounts and eco-system partners

• Serve as an advocate for the partner both internally and externally

• Train partners on services, processes, and effective sales techniques

• Collaborate with partner and product marketing to drive the creation and utilization of relevant sales collateral, service offerings as well as demand generation programs and campaigns that drive partner revenue

• Collaborate with cross-functional teams to ensure partners are onboarded and equipped to deliver exceptional customer experiences

• Develop and govern compliance with partner enablement programs

Joint Business Planning:

• Work closely with named partner leadership team to create and manage joint business plans

• Create and manage joint marketing plan inclusive of event participation, collateral and content creation, demand generation

• Define key performance indicators (KPIs) to measure the success of named partner initiatives

• Conduct quarterly business reviews (QBRs) to monitor and manage performance to joint business and marketing plan

  Sales and Revenue Growth:

• Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.

• Drive revenue growth through partners, identifying and capitalizing on joint business opportunities

• Review, draft and manage partnership focused commercial agreements.

• Develop strategies to increase partner-initiated opportunities and pipeline

• Provide accurate pipeline forecast to meet or exceed quota requirements (Salesforce & Partner Portal)

• Participate in joint sales calls with customers to assist in closing opportunities

• Resolve commercial and technical issues, leveraging SMEs or escalation as necessary to accelerate sales cycle

• Collaborate with partner executive and functional teams to develop and execute business plan and co-sell strategies

• Manage and facilitate partner portal utilization for sales enablement and pipeline management

• Ability to leverage available data, metrics, and trends to proactively manage the partner business

Requirements

• Bachelor’s degree in business, marketing, or a related field; MBA is a plus

• 10+ years of proven experience in partner sales, management, and business development

• Results-oriented with demonstrated ability to achieve or exceed revenue targets

• Must possess strong understanding of the North American MSP, VAR and SI market with global business experience

• Demonstrated history working in SI, MSP and VAR business models through a successful partner program

• Demonstrated ability to engage and influence C-level executives

• Excellent communication, presentation, negotiation, and interpersonal skills

• Experience with Amazon Web Services (AWS); Understanding of cloud migration and modernization patterns to leverage benefits of cloud

• Proficient in building comprehensive and quantifiable strategic business plans with partners

• Effective cross-functional collaborator with demonstrated ability to drive consensus and resolution to challenges

• Able to understand and leverage partner competencies and eco-system synergies to drive revenue growth

• Experience working with any of the Top 6 GSI partners is a plus

• Understanding of IBM Power Systems (AS400/IBM i, AIX) is a plus

• Ability to travel as needed, up to 50%

WHAT'S IN IT FOR YOU?

The opportunity to work with one of the fastest growing companies in the country with an award winning culture! Rated as the Best Place to Work, Connectria offers a generous benefits package that you would expect from a large company with the relaxed family-oriented atmosphere of a small company.

We offer an excellent compensation with generous benefits including:

• 100% employer paid benefit premiums including medical, dental, vision, short-term disability, long-term disability, identity protection and life insurance

• 401(k) plan with employer match

• Paid vacation & sick time

• Paid holidays

• Paid parental leave

• Paid certification training and completion awards

• Online wellness rewards

• Free gym memberships

• And much more!

Job Type: Full-time, Direct Hire

Compensation: The base salary for this role is approximately $100K-$140K, annually, plus commission. Salary for this position is commensurate with experience.

Work Remotely: Yes

Work Authorization:

Connectria, LLC will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

Equal Opportunity Employer:

Connectria, LLC is an Equal Employment/Affirmative Action employer. All qualified applicants will receive consideration of employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. We are committed to providing a workplace free of any discrimination or harassment. If you are an individual with a disability and you need an accommodation during the interview process, please reach out to your recruiter.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. (2023)