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Remote Channel Account Manager jobs

9 open positions in the United States, newest first.

Channel account managers work for a vendor and manage the resellers, distributors and managed service providers that sell its products to end customers. The role is specific to indirect sales: the manager carries a quota for revenue through assigned channel partners in a territory. They keep those partners supplied with leads, training, incentives and deal support so they favor the vendor's products.

About the Channel Account Manager role

What the work looks like

  • Approve deal registrations and resolve conflicts when two resellers, or a reseller and the direct team, chase one customer.
  • Allocate market development funds to partner campaigns and check that the spend produced pipeline.
  • Train reseller sales reps and engineers on new products, pricing and competitive positioning.
  • Work with distributors on quoting, special pricing requests, stock availability and partner recruitment.
  • Review each partner's sales against targets and its standing in the program's tier and rebate structure.

What employers ask for

  • Experience with VARs, distributors and MSPs
  • Two-tier distribution and deal registration
  • Market development fund management
  • Salesforce and partner portal systems
  • Territory planning and partner quota management
  • Sales training and presentation delivery

Doing this job remotely

Channel managers are assigned a geographic territory and normally live in it, working from home between partner visits. Travel within the territory for partner meetings, joint customer calls and distributor events is routine. Quarter-end brings a rush of quotes and special pricing requests that sets the pace.

Where it comes from and where it leads

Many channel managers previously sold for a reseller or distributor, or worked in inside channel sales for a vendor. The path leads to regional channel manager, national or distribution account manager, and channel sales director.