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Channel account manager

Escrito a partir de fontes publicadas

The commercial counterpart to the channel systems engineer, and the person a partner's management deals with. A channel account manager owns a set of partner companies rather than a set of end customers, which changes the work fundamentally: the revenue arrives through somebody else's sales team, so the job is to make that team choose this line card over the others they carry.

De quem recebe

The vendor or distributor

Programme rules, margin structures, funds and the current campaign.

The channel systems engineer

An accurate read of which partners are technically ready.

Partner management

Their own plans, their other vendors, and their commercial reality.

A quem serve

Partner principals and sales leaders

A reason to invest their capacity in this line rather than another.

The vendor

Reach, through companies that already hold the customer relationships.

Partner sales teams

Programmes, incentives and support that make a deal worth working.

Do que o trabalho depende

Partner attention is the scarce thing. A partner carries several vendors and allocates its engineers and sellers to whichever combination of margin, demand and ease returns most — so the account manager competes with the other logos on that partner's wall rather than with the vendor's own competitors. Making the line easy to sell, easy to configure and easy to support wins more capacity than a richer rebate does, which is why this role and the channel systems engineer succeed together or separately.