A Channel Account Manager understands revenue objectives, market segmentation, motivational resources, and how channel businesses work in tandem with internal sales.
Sales
- Driving the identification and closure of opportunities, achieving targets and KPI's aligned to growth and new business Identify and establish new projects for Cisco Architectures and Next Generations/Growth Solutions in the Visayas-Mindanao (VisMin) Region of the Philippines
- Maintain and grow existing projects for Cisco in these accounts.
- Build up an excellent relationship with the Regional, VisMin, Cisco Account Managers responsible for the VisMin accounts and work closely together with them.
- Build up and maintain an excellent relationship with local and regional resellers in the Vismin region and work closely with them to achieve set targets.
- Support internal sales in managing account administration.
Channel and Customer Support
- Keep channels and customers informed with product-related information.
- Coordinate with training, marketing, business development, and product management to effectively support the customer.
- Establish productive vendor relations to ensure quality of service to channels and customers.
Business Management
- Maintain up-to-date profiles on accounts showing revenue projects and quotas.
- Gain general understanding of customer business and strategic plans as they relate to Comstor products and services.
- Maintain relevant account information develop own knowledge of Comstor and vendor product portfolio.
Requirements
Must have strong business acumen given the points below:
Serving as liaison
- A channel manager’s job is to serve as the go-between between company management and partners, advocating for both parties.
- A successful channel account manager must be concerned about the needs of the partners.
- They need to know their partners, their partners’ business, and how their success aligns with the supplier’s sales goals.
Negotiating contracts
- As the channel liaison, he/she must understand how to negotiate the terms of partner contracts.
- This includes setting price markups, payment terms, delivery schedules, renewals, marketing and sales support, and more.
Training
- To ensure customer satisfaction and partner profits, it’s essential that channel partners understand the supplier’s products and services so they know how best to sell and service them.
- It’s the channel manager’s job to assist with partner training and sales strategies.
Resolving channel conflicts
- The channel manager needs to stay abreast of prospects in the pipeline and upcoming sales contracts in order to avoid channel conflicts.
Analytics skills
- Building a successful channel sales strategy is more than just mapping partner generated revenue to sales quotas. It also requires monitoring a variety of factors, such as sales potential, deal frequency and adoption, growth rates, use of market development funds (MDF), and potential business growth.
Must have:
- Experience in handling Cisco business as Channel Account Manager
- Experience in IT Distribution Industry
- More than 5 years of experience as CAM
Benefits
General Employee Benefits:
- The standard work setup is every Monday to Friday, which involves employees reporting to the office three times a week and working remotely for two days
- HMO coverage is provided through Intellicare, with a Maximum Benefit Limit of Php 270,000 per illness, including pre-existing conditions.
- Life Insurance is provided through BDO Life with a sum assured of Php 500,000.
- 10 days of annual leave
- 4 days of Well-being leave
- 7 days of Sick leave each year
- Birthday leave
- Compassionate Leave
- Basic salary + monthly allowance